10 Tips for Better Proposals
Coming up with a great proposal is one of the quickest and most effective ways to get your foot in the door with a new prospect. Here are ten tips to keep in mind when writing a proposal:
- Focus on results, not methods or processes. People don’t focus on the “how” or the “what.” They want to know the “why” and then they leave the details up to you to figure out.
- Use innovative ideas that are custom-tailored to your prospect’s needs.
- Make it about the prospect, not you or your company.
- Tell the customer’s story – they deserve to be the star of the show.
- Make it easy to read and evaluate.
- Be accurate in both content and form.
- Use consistent formatting throughout.
- Address any potential objections preemptively.
- Convey the cost of delay.
- Cut out anything that is not absolutely essential to your message.
All that said, it still makes the most sense to keep your proposal to a single page, which is the approach we teach regularly in our efficiency-focused professional selling workshops.
Love one of our blogs? Feel free to use an excerpt on your own site, newsletter, blog, etc. Just be sure to send us a copy or link, and include the following at the end of the excerpt: “By Mark Jewell, Wall Street Journal best-selling author of Selling Energy: Inspiring Ideas That Get More Projects Approved! This content is excerpted from Jewell Insights, Mark Jewell's daily blog on ideas and inspiration for advancing efficiency. Sign up at SellingEnergy.com.”
Want our daily content delivered to your inbox? Sign up for the Jewell Insights mailing list!