Sales proposals are vital to the success of your company. So how do you stand out and make a real impact on your prospects?
Cory explains how important our proposal software is for delivering excellent sales proposals to our prospects. Your proposals make or break the success of your sales team's ability to close deals.
Here's a look at five elements you need to create successful sales proposals.
5 Elements of an Awesome Sales Proposal
Your proposal needs to be focused on the prospect, not you or your brand. Remember, at this stage, they're already excited about you and your products and services.
Be thorough and describe the scope of the work and explain how it will benefit them in great detail. But remember that they're busy, so keep it concise, yet informative.
The proposal needs to establish clear expectations. Prospects don't want to be surprised after they sign, so make sure you lay it all out in a clear way. Ensure the proposal is easy to understand from their perspective.
For example, if you're performing technical services, write about it at a level that a layperson can comprehend. They don't have the level of knowledge or expertise you have, so educate them on the why and the how of the project they're signing for.
Also, include customer testimonials to demonstrate past successes and address their concerns they may have. If they're worried about the level of support your team will provide during the project, a glowing testimonial that celebrates your service team might be exactly what they want to hear to put them at ease.
Put a name and a face to the team who they're going to be working with. You want prospects to be as comfortable as they can be so they're not worried about committing to you and your organization.
As Cory mentioned, we record a welcome video, introducing all of our team members to the prospect. This sheds some light on our culture and showcases everyone's fun, unique personality.
Thanks to PandaDoc, our prospects can watch the video and get to know our team in a unique, human way while reviewing the proposal. Delivering all of this in one document is convenient for them because they can discuss it with their team by sharing one file.
4. Transparent Pricing
Nothing is more off-putting than shady pricing and unclear cost breakdowns. You want to lay out all the costs for every product or service the prospect is looking to use.
Use a cleanly formatted table to break down options and pricing so they can better visualize their choices. Lay out what each charge is associated with, breaking down each subtotal and the total at the bottom of the pricing table.
5. Clear Terms
Your sales contract should be easy to comprehend and comprehensive, laying out exactly what the prospect is agreeing to. Sections of the contract portion of the proposal should include details on what product/service is being purchased, the final payment amount, information on what happens if the client defaults on the contract, warranty details, and applicable law.
Before sending the proposal, review all the contract terms with legal counsel. This way, you have peace of mind, knowing that you're covered legally.