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Effective proposal writing

Added 4th of December 2007

Proposals are a key stage in the sales process, and getting them right can be the difference between getting the sale, or walking away with nothing. To write a successful proposal, you need to have all the information at your fingertips, so take every opportunity to ask questions and take notes. Use a good logical structure; start with and introduction to your business, move on to a discussion of the client’s business, and their specific need, then set out your solution clearly and logically, and give your pricing.

In writing each section, be concise; tell the client what they need to know, but don’t be tempted into repeating yourself, or unhelpful levels of detail. Where you think supporting information is relevant, put it in an addendum; the client may want to read it, but you don’t want it to distract from the core of the proposal. Use as much supporting information from your clients as you can; case studies, references, compliments, these all contribute to the feeling that you are a credible business which can be proud of it’s customer relationships. Finally, try to offer some alternative pricing models. If your proposal is the strongest, but is a little to expensive, this may give the client the room for manoeuvre they need to give you the business.

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Article written by a www.sales-development-zone.co.uk operative.

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