Follow These Five Steps To Craft A Winning Sales Proposal
Your sales proposal probably isn’t the only one your prospects receive. They may be vetting several different companies, making it even more important that your sales proposal stand out. The document should bring everything together concisely, explaining pricing, potential ROI and next steps.
The end goal is to make it official and win the business. Many salespeople, though, fall into the trap of thinking, “We’ve already come so far. Surely the prospect won’t back away from the deal now.” Instead of neglecting sales proposals or thinking you already have a deal in the bag, make sure you’re following some simple steps to crafting the best possible proposal.
In this issue of PromoPro Daily, we highlight some guidance on how to do this from Yauhen Zaremba, the director of demand generation for PandaDoc.
1. Know your prospect’s pain points. Some things to think about, according to Zaremba, including what frustrates them, what causes bottlenecks or what keeps them from hitting their targets? Once you understand these challenges, you can begin crafting your sales proposal.
2. Write a stupendous summary. You need to get the prospect’s attention immediately, and a great summary is how you can do this. Zaremba recommends tapping into your creativity to write a captivating subject line or title as well as an enticing first paragraph. Take it even further with an executive summary that explains all the incredible value you can bring.
3. Show you have what it takes. Your sales proposal should demonstrate tangible value, Zaremba says. Craft a value proposition that aligns with their priorities and initiatives. Stay away from buzzwords and never make false promises. You may also want to include a case study or two that shows how you have helped other companies achieve fantastic results.
4. Communicate concrete results. It’s important to explain how your product or service can help the buyer achieve their goals. Keep in mind this part of the proposal is usually the longest, Zaremba says, but still try to make it as succinct and actionable as possible.
5. Use a captivating CTA. Zaremba recommends using 6-7 words like “Does this align with your goals” or “Is this something you’re interested in?” He says your CTA should be persuasive but also concise.
Sales proposals can bridge the gap between you and your prospects. When done properly, these documents can show your value and make the difference between growing your client base or remaining stagnant.
Compiled by Audrey Sellers
Source: Yauhen Zaremba is the director of demand generation for PandaDoc, a document management tool for almost all types of documents.