During our sales training, I often encounter a clear bottleneck: the preparation of business proposals (BP).
Common scenarios include sending a "proposal" within the body of an email or compiling 100 slides gathered from various sources. None of these options is converting.
The lack of understanding of how to create BPs leads to delays at this stage, significantly impacting deal closure statistics.
Let's delve into standardizing BP production and enhancing sales conversion rates.
Regardless of the country in which you're selling, it's crucial to consider that purchases are made for both rational and emotional reasons.
While crafting your BP, it's important to demonstrate that you carefully listened to your prospects when they discussed their needs.
Here's what to include in a business proposal:
1. Begin with a brief executive summary, where you describe the essence of the proposal on one page. Mention aspects you learned about to show that the proposal is based on your "homework."
2. Company overview page, where you provide key facts about your business without unnecessary details. Sometimes it makes sense to mention the team involved in the project.
3. Description of services. I prefer showcasing one option per page for easy selection. Each option can include cost and timelines.
4. Process (timelines, responsibilities, etc.).
5. Testimonials related to the product.
6. Contract text. It doesn't work for all businesses, but it's generally super convenient.
7. Signature page.
To create BPs quickly, consider using solutions like PandaDoc or the internal functionality of HubSpot. In this case, you assemble BPs from blocks within minutes and automate their signing. You can also integrate Stripe to send a payment invoice immediately after the prospect signs.
Good luck with sales!
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