A common mistake in delivering a proposal, is to send one before you truly know the needs of your prospect. Before you write that proposal, be sure you have first performed a thorough needs assessment.Now on to the proposal! Here are a few things to make sure to include in every one you send out:
- Client Overview – During you needs assessment, you should have discovered several facts about their company. How many employees do they have? What challenges are they facing? What does their organizational structure look like? This section of your proposal lets the prospect know that you were paying attention, and that you understand their company and their situation.
- Options – Offer three options to your prospects. Each one addresses the clients situation, just increasing your involvement in the solution. Start with the highest priced option first and remove services and/or products as you decrease the price. This shows your prospect that you have several levels of service and that you can take care of their needs.
- A Call to Action – Have a page in the proposal to for the prospect to sign and give to you if you are in front of your client. If not, they can immediately fax/mail it back to you. If you have accurately described their need and proposed an acceptable solution, the signing of the proposal should be a natural act for them.
Put these into your proposals and watch your conversion rate soar!
Paul
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