One page memo

Procter & Gamble One Page Memo Format / Five Step Persuasive Selling

This format works for any situation requiring you to convince someone of your idea. It is useful for memo’s, emails, presentations, and for business proposals. When you need someone to do something your way, first put yourself in their shoes, present the facts, reinforce the benefits, and be clear about what you are asking for.

The format / sections of the famous P&G one-page memo are as follows:

(To Whom You Are Writing The Memo) Date

Subject: Tell the Reader What The Point of the Memo Is

Introduce your solution, proposal or recommendation in clear and simple terms. Just headline your idea clearly so your reader understands what you are proposing. One or two sentences should suffice.

Background: Quickly summarize the background information relevant to the discussion. The purpose of this paragraph is to get someone up-to-speed about the situation and put them in the know about relevant information, even if this is the first time they are hearing about it.

How It Works: Share and explain the details of your proposal. This might include information, pricing, timing considerations, or any other specifics that will help your reader understand your complete proposal. This is an opportunity to highlight the impressive points in your proposal and to pre-empt any questions, objections, or concerns you foresee.

When you are explaining your proposition, start from the perspective of the readers needs and wants and think about how you can fulfil them and how you can alleviate any concerns. One of the keys to selling is to put yourself in your reader’s shoes and evaluate your proposition from their point of view.

Benefits: Circle back and reinforce the reasons that this idea is good for your listener. Maybe you should consider the alternative state and why yours is the best option? There are usually only three good reasons to do anything: it’s a lot easier to remember three strong points that seven or eight average ones.

If you end up with more than three reasons, evaluate your list and cut the less persuasive reasons out or group them into one of the three remaining. Presenting any more will only confuse your reader and usually means you are including weaker arguments that can give the reader room to argue with you and your proposal.

Next Steps: Tell the reader exactly what you want to happen next. Don’t leave things open ended. Ask for their decision or ask them clearly and explicitly to do what you need them to do in order for you to move forward.

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