5 Top Articles to Help You Write Proposals that Actually Sell
Your prospect goes through three phases during their buying process:
Awareness, when they realize they have a problem; Consideration, when they research different ways to deal with the problem; and Decision, when they conclude what to do about the problem.
You want to catch your prospect just before the decision phase because it is a formative time when they'll be most primed to hear why you are the best candidate to help them meet their goal.
But you can't just toss any old sales proposal around and expect them to bite.
You've got to do your homework and give them something valuable.
Read these five articles to learn how to write proposals that actually sell.
1. How to write sales proposals that get a big fat YES!
by Sonja Jefferson
Jefferson advises getting into the right frame of mind to write winning sales proposals. See your sales proposal as a chance to help your prospect, instead of as just an opportunity to sell to them.
Make your sales proposal customer-focused and support it with valuable content. A clearly defined narrative will help persuade and motivate your prospects to shop with you.
2. 10 Sales Experts Share Their Best Business Proposal Tips
by Sujan Patel
"Strategic proposals close more deals", says Patel. In this article, he lists ten insider strategies from sales industry experts on the art of sales proposal writing.
Build the framework of your proposal on a full assessment of your prospect’s needs. Your final presentation should show two things: that you fully grasp your customer’s problems and how your product or service can help.
3. An Essential Checklist For Writing Sales Proposals That Actually Win Deals
by Adam Becker
Becker recommends a highly personalized approach to writing a winning sales proposal. Capture your prospect’s attention and form an emotional connection early on in the proposal to make sure they’ll want to hear what else you have to say.
Don’t make your prospect work too hard to get to the point of your proposal. Instead, make your bid accessible and easy to digest with a clearly defined, simple narrative, minus any unnecessary jargon.
4. How to Write a Proposal: The Last Guide You'll Ever Need
by Sujan Patel
Patel offers several sales proposal writing best practices but starts with a list of questions designed to help you determine if you even need a proposal in the first place.
Before you begin writing your proposal, make sure your prospect is serious about moving forward. Be certain that you have a real chance at securing the deal and that you have an idea of your client's budget and required work before you proceed, or you could end up wasting a lot of valuable time on both ends.
5. The Ultimate Guide To Writing A Killer B2B Proposal With Example
by Wilson of GrowthOK
Along with the definition of a sales proposal, this article also provides a timeline for when a proposal should be used. Wilson breaks down the seven key sections most proposals should have and includes a link to a sample proposal that can be used as a template.
Kick off your sales proposal writing process with a robust discovery process. Demonstrate that you have a full grasp on the needs of your potential client and how your products can meet those needs, or you may as well hand-deliver your client to the competition.
Sean M. Lyden is CEO of Lyden Communications LLC, an Orlando, Fla.-based consulting firm that helps companies use storytelling to unlock sales growth.