Archive for the ‘Sales Proposals’ Category
Common Problems in Sales Proposals
The Sales Proposal can make or break a company’s or entrepreneur’s bottom line. That’s why it is so important to make sure this document is perfect before you sign it and send it to your prospect. Today, I will highlight two of the most common reasons why perfect sales proposals don’t go to prospects.
First, multiple authors resulting in multiple writing styles can send multiple messages to your prospect. Make sure you have an editor review the entire document before sending it to your prospect. The editor should be someone other than one of the content writers. This guideline ensures that the editor is an objective party and one who has not seen the content so much that they miss crucial inconsistencies.
Second, not achieving the purpose of the cover letter confuses your prospective client. In your cover letter, you should tell your prospective client what you will do for them. The body of your sales proposal, then, details how you plan to deliver your promise. Many times, proposal writers go off track from the original intent as stated in the cover letter. Making an outline for the proposal body will ensure that you stick with the original proposal theme.
For a free booklet, Top 6 Reasons Sales Proposals Don’t Win the Job, email: sue@thewriterscottage.com.
Happy Writing!
~~Sue
Sales Proposals
Every business document has the purpose of conveying information. Each business document type conveys information from a different perspective. The Sales Proposal’s purpose is to win the job by conveying to the potential client that you are the best person or company for the client’s needs. This is your sales story. Your sales story must be woven throughout your proposal.
Well-planned and well-designed proposals increase the likelihood of winning the job. Investing even an hour to plan your sales proposals can save you hours in writing your first draft. Remember, 80% of the writing process is NOT writing!
When writing your sales proposal, remember to use PLEASE:
P is for Passion for your client’s needs—show the client that you “get” their concerns and that you are just as passionate as the client to address and meet those needs.
L is for Literally following the style standards of your language and your organization.
E is for Easy to understand and Easy to read. Following style standards will go a long way to making your sales proposal easy to understand. Completing the pre-writing and organizing steps in the writing process (steps 1 and 2) is also key in making sure your proposal is easy to read.
A is for Accuracy in all. Make sure you use your client’s facts correctly. For example, make sure their personal and organizational names are spelled correctly, that you have the correct information about them, that your numbers are correct, and that you can deliver what you promise.
S is for Show me with specifics and examples. Examples of similar projects you have successfully completed for other clients are powerful examples of the results you can obtain for this client.
E is for Everyone might be reading it. Your sales proposal should impress everyone, not just the person whose name is on the cover letter because, most likely, other people in the organization will be reading it.
Well-planned and well-designed sales proposals win results. If you or your organization would like help with writing, editing, or learning how to write winning sales proposals, please contact me at sue@thewriterscottage.com.