Writing a business proposal is a fundamental step in your sales process. There is no such thing as a ready-made template or example, but there are steps and a structure to follow to confirm to your prospect that you are in the best position to help them. Before seeing together the 3 steps to follow to create a winning business proposition, let’s Guyana Email List this step and why they should not be reproduced. The pressure, the rush, being in the juice is the daily lot of many salespeople. Even if it provides a nice dose of adrenaline, it is obvious that this overload of work has a disastrous effect when it comes to creating your business proposition. Wanting to do things quickly and well is never a good idea.
I have personally already seen a proposal for Bouygues Télécom with “SFR” marked in the body of the document. The famous, “we take the same ones and start over” is also very risky. Even if your prospects look alike and have, a priori, the same issues to solve, it is imperative to proofread and/or have the documents proofread before the presentation and sending. This avoids stupid typos such as not replacing logos or forgetting to delete text. What is likely to happen if you decide not to follow this rule? First, you will miss the last step of your business journey with your prospect. And that is a real shame. By analyzing our exchanges with our prospects and customers in B2B, we make an average of 6 meetings before sending a commercial proposal.
Why you shouldn’t make an urgent business proposal
It is absolute nonsense to end such a long and often complex business process by sending a document “out of the box”. The second obvious reason is that your business proposition is not going to have the expected level of quality. In fact, it is your personal credibility and that of your company that will take a hit. In other words, it means that you are going to lose the business you have worked on for a long time. Your prospect will have a bad image of you through this sales document. He might never call on you again. The last thing, just as obvious but to specify all the same: By quickly writing your commercial proposal, you will not give enough details about your interlocutor. The lack of personalization and contextualization will work against you when it comes to its decision.
After this reminder of the basics, let’s now focus on the 3 steps that will help you build a successful business proposal: The business proposal template. If it takes you hours to write a single business proposal, thinking about every word, every paragraph, and every punctuation, here’s the first solution! Even if writing a business proposal is an enjoyable exercise for you, creating this kind of document from scratch is anything but practical. To simplify and reduce the time it takes to create your sales proposals, focus on creating a standard template that you just need to adapt each time you respond to a new prospect. This model or template must contain all the essential elements for your commercial proposition. We talk about that right after.
The essential elements of a winning business proposition
So instead of taking 4 hours to write your business proposal, you can spend an hour editing an already configured proposal template and submitting it. This will save you time and allow you to focus on the ultra-personalization of your business proposition. We have therefore seen that it is preferable not to start from scratch for each of its commercial proposals but rather to have a model that can be adapted as desired. Ok, but suddenly what do we put in our business proposal model? Your prospect’s background. If you’ve started the conversation and kept your conversations going until you arrive at your business proposition, then your prospect needs a problem solved.
And of course, you have the solution that addresses his problem. Isn’t that beautiful? Yes, it is even very beautiful. In this first part, you must in a few well-written paragraphs explain the context of your prospect, his problematic and how your product or service meets his needs. No need here to go over the history of the whole company, founded by the grandfather in 1924 … nobody cares. We, therefore, remain on the essential in summary: At this stage, you can be more exhaustive about your company, your standard solution, and the presentation of specific and contextualized options. It is on this last point that you have to ultra-personalized and detail your proposal.