The proposal or quotation. For some businesses this is the most important document in their portfolio and they can spend hours or even days labouring over providing a personalised proposal for a client. On the other hand there are just as many businesses who will sing the merits of a single-sided A4 sheet of paper detailing the elements and a price. So what is the right way for you?
I think any business does need a mixture of proposals at its disposal. This is simply because no two clients are ever the same. Some will want chapter and verse on what you can provide and others will just want a price. The problem is that you won't be successful if you present a simple proposal to someone expecting detail and you certainly won't inspire a person who just wants a price with a fifty page bound presentation.
Reading the client is key and the manner in which you deliver the proposal can make a big difference. If I am unsure as to what my client expects and I have not felt comfortable enough to pose a question then I will deliver a well separated proposal that contains plenty of information whilst ensuring that the client can easily locate the pricing page(s) if that is what they want to see.
Whatever the size of the document I consider it essential to start with detailing the requirements of the client and the briefs of any meetings that preceded the presentation. Your interpretation of what the client has requested is vital to ensure that you have clearly identified their needs and to avoid any misunderstanding about what is to be provided. I generally open most proposals with a positive comment about the client; "Bob Smith provided us with a well defined and excellently considered brief..." This often will entice the client to ensure your proposal is shown to the bosses!
A quotation that is based on a template is ok as long as there are elements that will be personalised. I think any quotation that does not have any personal input will be obvious and probably overlooked by the recipient. On the whole though I would suggest writing your proposals with large emphasis on personalisation to the client, it shows diligence, effort and an attention to detail.
Visual representations are often well received - a picture can be worth a thousand words so if you are able to illustrate any elements of your recommendation then do so. This will require a few design and graphic skills but all these are very simply applied if you or your salespeople have Apple's MacBook's rather than conventional PC's.
Your proposal is a very important part of the sales process and must be respected as such. As it is a printed document you are not in control of who reads it and hence you need to make sure that whoever is passed your proposal is able to understand and digest its contents. I invest a great deal of time into my proposals and always make sure I include something that nobody else will have added. Whether this be a visualisation or some data, additional benefits or a relevant case study - I will not allow a proposal to be submitted that I do not feel has an edge in some way.
Just for a final "plug" at the end I would add that SalesFriend will review, edit, create or rewrite your proposal content at any time :) You can email me directly any time at chris@salesfriend.co.uk
Please follow us on Twitter @salesfrienduk, subscribe to us, like us, follow us, share us and comment.
Visual representations are often well received - a picture can be worth a thousand words so if you are able to illustrate any elements of your recommendation then do so. This will require a few design and graphic skills but all these are very simply applied if you or your salespeople have Apple's MacBook's rather than conventional PC's.
Your proposal is a very important part of the sales process and must be respected as such. As it is a printed document you are not in control of who reads it and hence you need to make sure that whoever is passed your proposal is able to understand and digest its contents. I invest a great deal of time into my proposals and always make sure I include something that nobody else will have added. Whether this be a visualisation or some data, additional benefits or a relevant case study - I will not allow a proposal to be submitted that I do not feel has an edge in some way.
Just for a final "plug" at the end I would add that SalesFriend will review, edit, create or rewrite your proposal content at any time :) You can email me directly any time at chris@salesfriend.co.uk
Please follow us on Twitter @salesfrienduk, subscribe to us, like us, follow us, share us and comment.
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