Putting together a good business proposal is a key step in closing a deal, especially when the prospect is interested in finding out more about what you make or sell.
Therefore, the business proposal must be made with great care and attention, acting as a tool that ensures the deal will be closed and that keeps the customer satisfied with the company.
Keep watching to understand how to build a more efficient business proposal!
What is a business proposal?
This is usually the last step before finalizing the sale, so it must be well thought out, planned and organized in order to enable you to close the deal and create a good relationship with the future customer.
The main objective of a good business proposal is to unite the customer's needs with the best the company can offer them.
How can you put your business proposal together?
Now that you know what a business proposal really is, you may be wondering what you should do to efficiently yours put together and delight your customers.
Although the business proposal is a complex document that involves many variables, when well-planned and organized, you're able to explain every step of the project and leave the customer at ease for last stage of the sale.
Here are the steps:
Define the business proposal's objective
Every business proposal needs to have an objective, which is the first step towards assembling and effective proposal.
It's important for the proposal to have a unique objective, as each client may require different strategies and actions. So, don't be too generic. You must understand the customer's pains and set an objective that seeks to solve them.
Know your customer
Although you've already talked to the customer during the process of prospecting and selling, it's in the business proposal that you'll demonstrate you really understand their needs.
Don't skimp on surveys analyzing target audience, competitors, digital channels and, especially, the challenges this customer faces in their daily business. Remember that they'll receive many offers and talk to lots of sales professionals.
What will make him choose you, your team and your company? This is the differential they're looking for: someone who will solve their problems. And you'll only know what these problems are by knowing your customer.
Set the format
Business proposals can be made in different formats: slideshows, printed documents, video or even audio.
The format of choice will depend entirely on how well you know your customer, as we mentioned in the previous item. Slideshows and videos are great for customers who need more visual support. In these cases, don't forget to include graphs, images and examples.
For more succinct customers, an audio explaining the proposal's processes will easily suffice.
Plan the content
Now that you know your objective, your client, and that you've defined the business proposal's format, it's time to think about its most important part: the content!
What should you include in the proposal? What type of text or images? Graphs? Videos? What the most important type of information?
In order to build a more efficient business proposal, pay attention to these details:
- Grab their attention in the first few sentences. This tip makes all the difference, since the first few sentences are the ones that will keep – or lose – the reader's interest. Make a brief summary of the entire proposal and put it in the first few lines.
- Explain what differentiates your company. As we said, your customer will get several proposals. What will make them choose your company are the things you do differently from the others.
- Don't skimp on details. What you're offering and what you expect from the customer must be very clear. It's important that all doubts are clarified and that the client understands what they need to do for the project to work in the best possible way.
- Make sure the full values for all services are clear. The business proposal is where you'll mention values and services. How much the services will cost must be clear to your customer, as well as possible additions or price increases.
- Set a reply date with them. You've invested time to make the business proposal, so it's important that the customer gives you an answer. Talk to them about a possible deadline. In addition to making your job easier, it also gives the customer a sense of urgency.
Organize your follow-up
When you finish presenting your business proposal, organize your follow-up contact so that the negotiation isn't left behind. This means following up on the customer's next steps, getting back in touch when necessary.
Don't forget to check if there are still any questions about the proposal, and schedule another meeting, if necessary.
Start the game
As you can see, the business proposal is a fundamental part of the negotiation for the salesforce, but it's only part of it. Your sales team's dynamics encompasses different aspects and daily challenges that make all the difference when closing any deal.
We know that the salesforce is at the forefront of your company, and they're key players in bringing in more customers. That's why it's important to invest in training, to qualify and motivate them to complement their current knowledge.
With this in mind, we prepared the eBook "How can you create training that engages".
It will teach you 5 strategies to train champion sales teams and increase your team's performance.
Click here and download the material for free.