BUT I also love Dr. I do love structure, perhaps a little bit more than I should.
There are some basic features to a winning sales proposal. In this Business Builder you will learn what those steps are and how to use them effectively.
The purpose of the Business Builder is to describe how to develop a proposal that gets the sale, wins the bid, is awarded the contract. You should consider writing a proposal when — there is an identifiable chance that you will get the business. A sales proposal has three basic objectives.
First, it educates the prospective client about the full nature of his need. Often, a prospective client may be aware of only a portion of his need.
Second, the proposal convinces the prospect that you have the competence to deliver what he needs, better than he can himself. However, to convince your client that you are the best person for the job, you must get him to read your proposal.
So how do you get this busy executive to lay aside other pressing issues and pick up your proposal? The answer is to write a proposal that satisfies his needs, not one that sells your services.
And to do that, you must have a full understanding of the nature, scope and needs of the prospect and present your ideas in a manner that convinces the prospect that your product or service represents the best way to handle his needs. Keep in mind…You must convey the feeling that you are the expert to all who read the proposal.
You have to convince your prospect why he cannot fulfill his needs with resources internal to his organization. You must differentiate your goods or services from the competition — if you can first show your prospect that he needs external resources to satisfy his needs, then you must convince him that you are the best choice for the job.
The proposal offers value-added solutions. Organizations are not interested in novelty approaches. They have problems that need solutions…quick! The winning proposal will outline how a client can solve his problems and achieve his objectives, as well as look good to the rest of the organization — especially his boss.
Depending upon the business you are in, a proposal may be a two-page letter or a ten-page document.
It is important to know the protocol if there is any. Frequently, these RFPs set very clear guidelines regarding the desired content and length of the proposal.
When this information is provided, follow it to the letter. Clients stipulate their requirements this way for a good reason — often because they anticipate reviewing several proposals at once. They want to be able to easily compare the submitted proposals. Here, innovation will not be rewarded. Regardless of the length, though, there are some necessary steps you should take and some standard features that your proposal should include.
As you read these next sections, you may find it helpful to refer to the sample proposal later in this document for further clarification and examples. The Theme of Your Proposal This is important particularly for organizations that receive several different proposals at a time.The Power of Harry Potter: A Cornerstone for Conversation Although Hogwarts School of Witchcraft and Wizardry is vastly different from public school, adolescents from both worlds share common struggles.
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