A Word About Features and Benefits — People buy a product or service because they either need or want to. For instance, if you are a consultant, you may provide a progress report, either orally or written, upon the conclusion of key steps in a project. They usually open with details such as how long the company has been in business, who their clients are, what awards they have won, how innovative they are, etc.
Your prospect will be suspicious. Make sure you are very clear on what the needs of your client are. Perhaps a trial offer, money-back guarantee, or some other offer that will help your mitigate any risk issues your prospect might be dealing with.
You may not have the full details of his needs nor the luxury of talking to him one-on-one, and any suggestion of a possible solution could jeopardize your getting the assignment.
Are there any other highlights you want to include? Arrange the letter as you would a business letter, with your address or letterhead on the top, followed by the name and address of the company and person you are writing to.
You may want to present this as a next phase. Features enable the product or service to perform its function. Identifying the problem or opportunity upfront lays the groundwork for the rest of the proposal. They want to be able to easily compare the submitted proposals. Have I asked the customer to take a definite action?
For example, you may email the proposal to a company, or the company may prefer a hard copy. Think about your proposal. The benefit to the customer may be increased flexibility and faster turnaround. If they are a public company, get a copy of their annual report.
The purpose of the proposal is to make a persuasive case that leads to a sale. Be clear and avoid cuteness.
A successful proposal needs to focus on the customer and what he is asking for, rather than focusing on your business alone. Make the first page count The majority of sales proposals I read start with the seller talking about his or her company. Was this all your idea?
A letter should be printed on nice paper and mailed.
What proof can we offer that we are qualified and competent? However, all steps do not need a deliverable, just the key ones. So how do you get this busy executive to lay aside other pressing issues and pick up your proposal?
The other night I spoke to a group of sales people and the topic of focus was creating a compelling sales proposal. The letter should use clear, concise language and explain how your product or services will directly help the company.
You must differentiate your goods or services from the competition — if you can first show your prospect that he needs external resources to satisfy his needs, then you must convince him that you are the best choice for the job.
You have to convince your prospect why he cannot fulfill his needs with resources internal to his organization.
If not, who is the best person for me to talk to?Aug 24, · Expert Reviewed. How to Write a Proposal. Three Parts: Sample Proposals Planning Your Proposal Writing Your Own Proposal Community Q&A Writing a good proposal is a critical skill in many occupations, from school to business management to geology%().
Whether you’re selling something that costs $1, or $, putting together a compelling sales proposal is time consuming and can be intimidating.
Writing that proposal, though, and taking the time to do it right, may be the most productive use of your time. The Anatomy of a Proposal Although sales proposals vary, most successful ones share key elements and a mode of organization. Independent consultants proposing relatively small projects can usually get the job done in two to five pages.
Sales Proposal Letter. One way to structure a sales proposal is in the form of a letter. Arrange the letter as you would a business letter, with your address or letterhead on the top, followed by.
The other night I spoke to a group of sales people and the topic of focus was creating a compelling sales proposal. Not everyone who sells a product or service needs to write proposals; however, many people do hear, “Send me some information” from a prospect.
Everything you need to know to write an effective sales email including: sales email templates, email stats, and tools for your follow up strategy.
How To Write A Sales Email People Want To Respond To “To open, or not to open?” A good closing at the end of our email will give our prospect a clear path to action. Try ending with one.Download