Are your proposals helping or hurting you close business?
Many business leaders are so busy that they fire off proposals without much thought, but a well-constructed proposal can help you land more business. Here’s how:
- Talk About the Client, Not You
Too many proposals talk about the history of the business and highlight the principals of the company. That doesn’t sell. Your proposal shouldn’t focus on you, it should focus on your potential client and how you can help them.
- Don’t Use Jargon or Vague Language
Too many proposals are filled with flowery language and business jargon intended to make the writer look intelligent. That can lead to confusion. Prospective clients don’t want pages and pages of information. Respect their time and get to the point.
- Explain Why They Should Use Your Company
Explain exactly what you’ll do and what the outcome is from working with you. Too often the focus is on the process, but what your potential client really wants to know is what the outcome looks like. They don’t really care how you make the sausage; they just want to know that in the end, the sausage will be delicious!
- Make it Visually Appealing & Include Your Branding
Most proposals all look the same. Make yours stand out by including your logo, colors, etc. Create a beautiful proposal template that makes your company look like the professional organization you are.
About the author: Meg Huwar is a small business marketing expert and Principal of Brand Accelerator. She and her team work with companies who want to market their business but don’t have the time, experience or staff to do it themselves. Meg can be reached at mhuwar@thebrandaccelerator.com or 412-848-8822.