A Winning Sales ProposalBill Good
Jun 01 2009
Jun 01 2009
A Winning Sales Proposal: How to Grow Yours
If you are selling multiple products to a client; if you’re offering complex solutions to complex problems; or even if you’re dealing with anything more than spare change, you will strengthen your sales hand if you produce a well done sales proposal.
A sales proposal organizes your thoughts, presents them in a logical order, states the problem, provides backup data to verify the problem, and proposes a solution. In addition, it provides data about you, your products, and your organization.
What I just did in these first two paragraphs is write an “Executive Summary” for this article. Such a summary should be the first section of your own sales proposal.
An “Executive Summary” is intended to provide enough information so that a reader is properly oriented to the longer document, and is intrigued enough to open it and read it. A summary should be as short as possible. A paragraph or two per every 1,500 words should be about right.
Sales Proposal Goals
Do you really need one?
Yes, because you can:
1. Demonstrate to the client that you have a well thought-out solution for the problems they brought to you.
2. Gain a competitive advantage against other advisors should the clients seek a second or third opinion.
A strategic decision you will have to make: Should you let the prospect take the proposal home without having become a client?
I vote “No.” If they are still shopping, they will show your proposal to your competitor, who will promptly rip it apart.
Problems with Sales Proposals
Over the years, I have seen countless proposals. Most are not very good. Some are too long or short. Some are poorly written. Some look like term papers. Many are a mish-mash of different fonts and font sizes. It is quite evident that a great deal of struggle occurs in preparing these written recommendations. So I thought I would give you some guidelines and make you an offer I hope you cannot refuse.
Here’s my offer. If you will send me a copy of your proposal, I will prepare a personalized critique for you. This gives me a sense of the current state of the art, and gives you some personalized help in improving one of your most important selling documents. For instructions on how to send me a copy of your proposal, go here: www.billgood.com/proposal. I will also have some other tips as well as a proposal template and other help posted for you there.
What Is a Sales Proposal?
At its core, a sales proposal is a set of written action steps you want the client or prospect to do. Surrounding the action steps are supporting pages that build a case for your recommendations, including information about you, your team, and your company. Ideally your sales proposal follows the sequence of your sales presentation. A proposal doesn’t just recommend. It sells the recommendation. So first, let me give you some rules for making it readable and professional. Then, I will give you an outline of what your proposal should contain.
Adopt These Rules to Make it Readable
1. The document must be organized using Microsoft® Word’s heading styles. By using Heading 1, Heading 2, etc., you can easily produce a Table of Contents.
2. There should be one topic per page, and ideally, a lot of white space on the page. If the topic must run two pages or more, still allow wide margins and 6 or even 8 points of type between paragraphs.
3. Use as many pictures and charts as possible. Charts today can easily be developed using Excel. You can also develop them by scanning in art from your vendors and dropping them into a word-processing file. You can add royalty-free photos from a source such as iStockphoto.com® or Dreamstime.com® where you can buy some really good photos, as well as illustrations for as little as $1 each. (If you try Dreamstime, make sure you get the “s” in the word. “Dreamtime” is a knockoff site.)
4. Personalize the proposal in the headers and footers. In case you don’t know these terms, the header is the top bit of text that appears on each page. The footer is a bit of text that appears at the bottom of each page. Normally, your page numbers should go in the footer. Your header could read, “Prepared for Velda Oldebucks,” then right underneath it, “June 22, 2009.” So even if you’re using boiler-plate text for most of your proposal, which I recommend, the proposal still looks personalized. I have put some sample pages for you on my “proposal page” at www.billgood.com/proposal.
5. Use one, or at the most, two fonts. Your “body text” font should be at least 12 points. The older your clientele, the larger the typeface you should use. Your page headings should be 24 pt and subheads should be 18 pt. For body text, always use a font with a serif. What’s that? It’s the little squiggly marks on a letter. A classic font with a serif is Times New Roman. A couple of more modern fonts are Bookman Old Style and Palatino Linotype. Studies I have read show that a font with a serif are easier to read than a sans-serif font. Arial is a popular sans-serif font.
6. Since you will be presenting the proposal in person (you should almost never mail it out), leave plenty of room for your prospects to make notes as you go over it with them. In fact, you should design portions of it as if it were a hand-out at a seminar. The reality is: a good sales proposal is the outline of your sales presentation.
7. Use a personalized cover page. Normally, this is printed on heavy stock. It can say simply: Prepared for Velda Oldebucks, June 22, 2009 by Susan A. Brokerman & James Q. Sellers.
8. Bind the proposal attractively. I would not waste a penny on something you buy off the shelf. I like the ChannelBindÒ system and have some links for you over at billgood.com/proposal.
9. Always, always, always have at least two different literate people proof it.
Okay. That takes care of the rules. Now let’s look at the proposal outline. There are, of course, many different ways to sell and therefore, just as many ways to write a proposal. The particular example I’ll give you is just one way to do it.
1) Title Page
2) Table of Contents
3) Executive Summary
5) Statement of Problem
6) Data to Explain the Problem
7) Action Recommendations to Solve the Problem
8) Product Support
In the space remaining in this article, I want to show you how to start, and how to build your complete proposal.
Where to Start
Start with what you want the client to do. This is your “Action Recommendations.”
If you have not been writing proposals at all, your first proposal should be just five pages long.
Keep These Investments
Cash Positions to Re-Allocate
Sell These Investments
Buy These Investments
You see why I call this the “Action Recommendation.” It tells people very clearly what to do.
A word about the cover page. Over at www.billgood.com/proposal, I have a link to a proposal template from the Microsoft Template Library. To create the cover illustration you see here, I added a stock photo from Dreamstime ($3.00) and filled in the blanks. Today’s very cheap stock photo websites make it affordable to customize even the photos and illustrations in a proposal, not just the text. Have a client who is an antique car enthusiast? Dreamstime or iStockphoto will have some wonderful photos for use.
OK. You have completed your first proposal. For your next proposal, let’s add some product descriptions. Let’s say you want your clients to buy five different investments. Go to the website of each. Copy the description and paste it into your proposal. Put each investment on a separate page. Naturally get permission from each vendor to use their text. Of course they will be delighted to provide it. And don’t forget compliance, but you knew that.
Your proposal has grown to ten pages.
What if, on your third proposal, you use four of the products you used in the last one? Not a problem. Just delete that page. Then add something else, perhaps a table of contents.
On the next one, you add a couple of new product pages and a bio page for yourself. If you are on a roll, introduce each of your team members.
So—get out your garden gloves, your shovel, and grow that proposal. And if you are already doing proposals, send me a copy for that personal critique.