A proposal is your opportunity to offer a solution to a potential client’s pain points. It should outline how you are going to solve their problems or help them achieve their goals as well as what costs are involved.
In some cases, proposals offer several different options or additional services which the potential client can choose from. You can use a proposal to guide the client towards particular services if they aren’t sure what they need.
Done well, a proposal can help you stand out from the crowd and show a potential client what you can really do. It gives you the opportunity to make a good impression and hopefully will start a great business relationship.
Proposals have a lot of potential when they’re written well. However, a poorly put together proposal can let you down. Here are some tips for writing a successful proposal and boosting your close rate.
Most of us prefer documents that are to the point and easy to digest. Break up your text into short paragraphs, dot points and tables so that the content is clear and simple to read. Make sure to add short, engaging headings so the potential client can find what they need fast.
Avoid passive headings like “Our digital marketing services” and instead use active language to show what you offer. For example, “How our digital marketing services will get you to the top of Google”.
Visual content like photographs, illustrations, videos and infographics may help you communicate your proposal in a clear and engaging way. Make sure any visual content you use helps drive home your point and aligns with your brand identity.
Including social proof in your proposals, like case studies or testimonials, can make them more persuasive. Social proof shows potential clients that you have a good track record – you know what you’re doing and you’ve done it before.
When someone sends you an inquiry, it’s important that you get back to them quickly. If your proposal workflow is slow to reach them, you risk losing the potential client. Speed up your processes by using templates, automation and proposal programs.
There are many tools and programs available that can help you streamline your processes and improve the effectiveness of your proposal. For example, Proposify offers templates, helpful metrics and notifications to help you manage the whole proposal process.
Don’t forget to follow up after you have sent a proposal. Send a friendly email or make a call to check in with the potential client and see if they need anything from you. Sometimes a follow up will help seal the deal.
For tailored advice about improving your sales strategies, get in touch with Lawrence Group today on (08) 9433 3288.