You write sales proposals to win clients and so it should be tailored to persuade your potential client that you are the best company to help them solve their problem. Keep this top of mind as you read on.
One of the biggest mistakes that people make is to have a laundry list of your achievements. It’s a bit like trying to talk to someone, and all they do is talk about themselves. It’s a turn off in conversations and it’s a turn off in proposals.
Follow these Sales Proposal Power Tips and I promise you your clients will be happier to read your proposal AND you will win more business.
Start with them – it sounds simple right? Look at your current proposal, or one that you have received recently and you will probably see that the first page is something like … About us / Our achievements / Why work with. No No No! Start with them.
Your first page should focus on what you know about your new client, here are some suggestions:
Here are some things other things that will show that you are focusing on them:
Show them that you have a solution that fits their needs and their business. Show them that you can solve their problem. This part of the proposal is about building a credible picture of how you are going to approach their problem and details on what you will do. This is like a roadmap on how you will take them from A (their pain) to B (your solution).
Think about the process from their perspective and what investment is required in effort from them. It is important to be clear about what they will have to commit in terms of time and resources in order to make this work in their business.
Go through why you have made these recommendations. This should have some detail so that they fully understand what your solution and most importantly why they should have invest in this. Show them clearly the benefit to them and their business.
Now that you have shown them that you can solve their problem, they need to know what the 'hard benefits' of this solution will mean for their business in terms of:
It is important to also consider the ‘soft’ benefits of your solution. For example, will it make the staff happier, more productive or be a better experience for their clients.
You have told them you know their problem and they understand that you can offer a credible solution and the benefits that this will bring them.
The next part of the proposal is all about their investment. It details exactly what you are asking your customer to buy and how much this will cost.
If you have done a good job in detailing the benefits and return on investment, then this section should be easy to create.
SALES TIP: Don’t do options! > By all means discuss options, but your job as a professional is to create a proposal that gives them exactly what they need.
Don't get all fluffy now ... you need to be really direct the next steps and what is required. Who owns the next step and when is it going to be completed by.
If you have persuaded them in your solution, then they should be eager to talk about dates and delivery times .... their response is the best indicator to if they think that you have proven that you have a viable solution for their business.
SALES TIP: Be positive. Assume that they are going to say YES - and let them know what the next steps are.
Let me know how you get on!
Like what you've read, and want to know more?
Why not have a look at my FREE ebook on the 11 Secrets of Sales Champions ... specifically for people who honestly hate sales!
Would love to hear your thoughts .... go on!