When we talk about sales proposals we have to distance ourselves from that traditional image, just a quote sent by email or a closed contract in a meeting room.
Although this is the most common scene for any sales team, creating proposals is much more than just selling a service , but it is guaranteeing customers conditions that are crucial to the success of your business.
They certainly need the formality and documentation necessary to seal a deal, but until he signs a proposal, there is a long way for him to choose and trust your company to provide the solution for him.
In this sense, it is necessary to be careful when building convincing ways to make him understand the need he has in front of his market, and to rescue the possible problems that companies in that context face. Using the path of diving into the customer’s reality is the best choice when creating sales proposals that make more sense.
First of all: Understand the customer’s reality
You shouldn’t have a standard proposal template to send in bulk to your future customers. One of the important selling elements these days is the customer’s ability to see that you have prepared something especially for their reality. This is one of the values he perceives in his proposals.
Of course, we don’t have to go very far to realize that a sales process involves many different complexities, realities and scenarios. That is why prospecting tasks really need to be a dive into the reality present in the daily market that you want to attack.
If you can, in your proposal, describe in detail how you intend to contribute actively and clearly make you see the solution being applied with customization and personalization, giving preference to the demonstrations of how you can help in the processes, bringing it closer to the sales metrics that is based and on the tasks he has difficulty, he will hardly be able to refuse.
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Be creative: Use details to your advantage
Remember that making a proposal has more to do with communicating and registering an offer of plans than necessarily documenting a formality, so a closed agreement is more than an acceptance in the face of an argument, but it is also a way of you delight customers.
Clearly during the day-to-day, representatives do not have as much time to spend elaborating very detailed proposals, but it is his obligation, at least, to put down on paper what the results he will generate, action plans and strategies may be , as well as making it clear that the perceived value has to be much higher than the cost price.
To build proposals that make sense to the client, it is necessary to be very creative when contextualizing realities, creating ponderable solutions with the reality that he finds himself and also sending through channels and means that have an evident capricious way of prioritizing necessary and important information.
Do not forget that all information, even graphically, needs to be facilitated for understanding. Make a point of tracking proposals like a document flow. Find empathetic ways to collect responses.
Being creative without losing coherence makes the activity of sending proposals not just a task for a representative, but also a creation with members of the marketing team. Ask for help when creating pieces that are more than a Word document or PDF attached to an email.
Make the customer’s life easier. Decrease acquisition step
Have you ever given up on filling out a form when you saw the amount of information you needed to fill out, including some that you didn’t even have on hand at the right time?
Now, imagine you having to download a file, carefully review it, print it out, physically sign it, attach it to an email reply and then confirm a purchase? Use practices that facilitate the customer buying journey. Understand the context in which the customer is to facilitate their adhesion without having problems in the middle of the sales cycle.
A large part of the problems of giving up on purchases may be precisely the loss of this timming, or a disconnection with a new reality of creating and sharing documents, for example.
What cannot happen are problems related to bureaucratic setbacks. In the case of salespeople with long and complex shopping journeys such as a realtor trying to sell an apartment, for example, it is necessary to have a proposal in which he is able to control conversations with customers, in order to avoid communication failures.
Track submitted proposals and track business
He must always have the data at hand without the potential risk of losing information and opportunity for proposals. The salesperson today also needs to have faster ways to submit, track and close a proposal.
Having a tool that allows you to create, send, control, track and close deals on a platform will greatly help both customers and salespeople to keep track of their business, proposals sent and how they are doing.