There’s little doubt that the majority of sales proposals fail to make the grade. Some experts estimate that as little as 10% succeed. How do you make sure that your proposal has a shot of the money?
Focus on the solution
Keep the focus on what your prospect wants to hear; namely how you are going to solve their problems and the benefits of signing on the dotted line with you. You want to get right in there and wow them from the start. Leading with ten pages of egotistical marketing fluff is not the way to go about it. Kick off with their project details and how you can help, throw in the opportunity of a virtual demo if it’s appropriate, before including a brief summary of your company.
Choose comparisons carefully
Steer clear of comparing your costs to those of your competitors. That just puts your competitors on the minds of the decision makers. The better option is to compare your costs to what the client is currently paying. Show them exactly how much they will save and what they will gain.
Know your audience
Sales proposals that work for department bosses are not going to have the same impact on a C-level executive. To get the attention of the head honchos, you’re going to need to identify and align with their priorities, demonstrate a strong ROI and acknowledge any risks. You have to really connect with their mindset if you want to be in with a shot.
Get to the point
We’ve all read them; those outright boring proposals that ramble on for the best part of thirty pages. It’s just bull shit masquerading as a proposal. Does anyone ever actually read them to the end? Probably not. Keep it concise, succinct and effortlessly clear if you want a chance of winning the business.
Follow up
As part of the diagnostic and discovery phase, make it your business to find out your client’s review and decision process. Who needs to sign off on your proposal and when is a decision expected? Ask them if you can schedule an online meeting on the day that a decision is expected. If the decision is going to take any longer than two weeks, touch base at least once before the big day to make sure you’re on top of any changes.
This is the stuff that matters; get it right and you’re on the way to nailing that business.
By Linda Forshaw
http://blog.salescrunch.com/
Focus on the solution
Keep the focus on what your prospect wants to hear; namely how you are going to solve their problems and the benefits of signing on the dotted line with you. You want to get right in there and wow them from the start. Leading with ten pages of egotistical marketing fluff is not the way to go about it. Kick off with their project details and how you can help, throw in the opportunity of a virtual demo if it’s appropriate, before including a brief summary of your company.
Choose comparisons carefully
Steer clear of comparing your costs to those of your competitors. That just puts your competitors on the minds of the decision makers. The better option is to compare your costs to what the client is currently paying. Show them exactly how much they will save and what they will gain.
Know your audience
Sales proposals that work for department bosses are not going to have the same impact on a C-level executive. To get the attention of the head honchos, you’re going to need to identify and align with their priorities, demonstrate a strong ROI and acknowledge any risks. You have to really connect with their mindset if you want to be in with a shot.
Get to the point
We’ve all read them; those outright boring proposals that ramble on for the best part of thirty pages. It’s just bull shit masquerading as a proposal. Does anyone ever actually read them to the end? Probably not. Keep it concise, succinct and effortlessly clear if you want a chance of winning the business.
Follow up
As part of the diagnostic and discovery phase, make it your business to find out your client’s review and decision process. Who needs to sign off on your proposal and when is a decision expected? Ask them if you can schedule an online meeting on the day that a decision is expected. If the decision is going to take any longer than two weeks, touch base at least once before the big day to make sure you’re on top of any changes.
This is the stuff that matters; get it right and you’re on the way to nailing that business.
By Linda Forshaw
http://blog.salescrunch.com/
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