Stop winging it: 10 Ways to create a sales proposal that won’t get rejected

by Nov 28, 2016Appointment Setting, Outbound Marketing, Sales

Stop winging it: 10 Ways to create a sales proposal that won’t get rejected

Once you’ve secured a meeting with your prospect, the proposal will do most of the talking. To close the deal, you will need a compelling sale proposal.

But what makes a compelling proposal?

A compelling proposal is well written and shows that you understand your prospect. Here are 10 ways to create a sales proposal that won’t get rejected:

  1. Add a header testimonial. This is a quote from one of your happy customers. Add this testimonial to your proposal header to immediately build a rapport with your prospect. The testimonial should state how the client’s problem was solved; ideally, a problem related to the one your prospect currently faces.
  2. An attention grabbing opening statement. To avoid prospects skipping through your proposal and going straight to the fees page, write an attention grabbing opening statement. It should include a “thank you” paragraph, along with your enthusiasm for helping the prospect solve their problems. Many businesses write opening statements, but most of them are standard and boring. Make yours stand out by adding an interesting statistic or fact.
  3. Accurate scope of work statement. This is a short statement (2-3 lines) describing what you understand about the client’s problem and how you can solve it. Note that I mentioned that it must be “accurate”. You must speak to the client about their needs before compiling this portion of the proposal.
  4. Detailed scope of work description. This is where you will unpack the scope of work with detailed information on timelines, deadlines and expectations. Putting the information in tables and bullet points will greatly improve its readability.
  5. Project deliverables. Here you should point out all key deliverables along with the benefits they will receive if they sign with you. Like the above, put this information in tables and bullet points.
  6. Accurate investment details. This is where you get to the nitty gritty of how much it will cost your prospect for your services. Do not make the mistake of calling it the “pricing details section”. Investment sounds so much better as it tells the prospect that this will be a rewarding relationship. Refrain from using words such as pricing and cost, as they only indicate that money will be spent. We recommend itemising your costs so that prospects who feel your solution is too expensive can request to remove certain items to make it cheaper.
  7. Detailed return on investment. Many companies automatically assume that prospects will figure out what they’ll get after signing with you. This is so wrong. You must spell it out for them, preferably in numbers if you can. When a prospect sees a potential saving, growth or increase in numbers, they will likely sign up with you.
  8. The call-to-action statement. This is where you describe the next steps. For example, “I will call you next week to discuss the proposal”. Our advice is for you to schedule a date to go through the proposal within a week to avoid the lead growing cold.
  9. Thank-you statement. Here you thank the prospect for their time and for showing interest in your company.
  10. Last chance footer testimonial. This is your last chance to engage the prospect and get buy-in. Add a compelling testimonial from a client who experienced a significant change with your services.