Nov 9, 2020
What steps can a sales or marketing professional take to create a compelling business proposal?
Podcast Transcript
In an ideal world, business proposals should be created in consultation with the client. However, when circumstances do not allow for direct communication with the other party, one should follow these 9 business proposal guidelines:
1. Write a concise and persuasive executive summary
Your summary should give your client a clear overview of what to
expect in your proposal. A short and concise summary is preferred
over a long one with little value.
2. Focus on results rather than on procedures
Keep in mind that your client is giving you a chance to present a
proposal because he or she believes in the potential that your
product has in addressing their concerns. Take advantage of that by
focusing your pitch on the results that your product can
deliver.
3. Let your ideas flow freely
While you should avoid unnecessary words, do not hold back from
expressing important points and ideas. Add value by expressing
well-thought out business propositions and back up your proposals
with reliable data.
4. Quality over quantity
Remember it is not going to be about the length of your business
proposal but rather its quality. Get to the point. Do not make the
mistake of sacrificing clarity of thought for the sake of too many
words.
5. Tailor the contents per the needs and concerns of the
client
A business proposal, no matter how well-written, will be of little
or no value if it does not address the specific concerns for which
it was produced. Therefore understanding a client’s need is
critical in the creation of the proposal.
6. Double check your content
Do not risk devaluing your business proposal. Always double check
your written proposal to make sure that your plans are valid and
on-point. Check your data for accuracy. Remember that your client
will rely on your proposal for key decisions so be responsible with
what you include.
7. Critique your output
Content quality is king. Do not rush your proposal. Give yourself
time to sleep on it for a day if you can and then read the entire
paper again. Do not stop editing until you are completely satisfied
and confident that your client will find the proposal of real
benefit.
8. Details matter
In the interest of producing quality proposals, you need to pay
attention to the tiniest details. For instance, keep the text free
from any typographic or grammar errors.
9. Do not oversell
Although you have written the business proposal to persuade your
potential customer as to the value of your product, be mindful not
to oversell. Sell only what you know you can offer.
By keeping these guidelines in mind, you can be sure that you will not only be able to deliver a well-written business proposal but also close deals because of your efforts.