Tips to improve your commercial proposal and sales process
Posted: Sun Dec 22, 2024 6:28 am
Now that we may have a little more time, that the pace of work has slowed down for some and that we have the willingness to improve processes and learn something new, how about modifying your sales proposals a little to make the sales process even more effective?
The commercial proposal is the document we use when presenting our products or services to potential clients.
In it we must show that we fully and deeply understand the needs of our prospects. For this reason, it is advisable to have as many proposals as buyer personas we have defined, and to personalize each message to mention aspects previously discussed.
This way, we can convince the prospect that our solution is the best they could mobile phone saudi arabia mobile number directory find on the market, specifying how our offering will solve the challenges and pain points they are facing.
It is also important to be very clear about the budget and payment method, the deliverables and the steps to follow once the project kicks off.
Now, let's go with some tips:
Analyze your prospects
In the initial conversation, try to identify what goals and challenges need to be resolved, what their budget is, who will support them in making the decision, and what the urgency is.
This way, you will know which phrases and words to use in your sales pitch based on their own terms, which will undoubtedly create a sense of closeness and make them feel truly listened to.
Do the same analysis for your best current customers.
Knowing this same information about your best customers will help you better understand the value proposition that has made them choose you over the competition. Who has been with your brand the longest? Who represents the highest purchase receipts? Who makes the most repeat purchases? Who has referred the most customers to you?
Analyze their experience as a customer, how communication with them has been throughout the process, what their pain points were when they were first prospects, and what their current successes are.
Specify your Value Proposition
What makes you different from your competition? You have to communicate it, and not just in the commercial proposal! But in all the physical and digital channels and parts of the brand.
Use copywriting best practices
Your message should be very clear, short and concise.
Use subtitles, bullets and short paragraphs.
Tell success stories.
Eliminate words and phrases that do not add value to the proposal.
Check the quality of the images: Make sure nothing is pixelated.
I built a template for your proposals
Create a template that you can use for each prospect, identifying the sensitive points that need to be edited.
Make it easy to accept and move on to the next step
Use calls to action during your sales pitch! What should your prospect do to continue? Will they have to call you, send you an email or send you a WhatsApp message?
Let them know the quickest way to get in touch and accept the proposal! As well as any contractual aspects that can be discussed while scheduling a next meeting.
What if they reject my proposal?
It is important to ask for feedback to find out why the proposal was rejected: Lack of budget? Did the company define other priorities? Did they find a better offer? Does the solution you offer not meet their needs? This will help you fine-tune the messages for future proposals.
If you didn't receive a NO, but they left you "on read" or never responded, you have to insist: Send a message every week to try to get back in touch. You will see that in most cases they will respond after the second or third attempt and they will tell you why they have not decided to continue with the process. It should be noted that you don't have to insist forever, if they don't respond after the fourth contact, bye!
Of course, remember to include these contacts in your cold leads database so that they can be fed with marketing content. This way, you will be present and have a better chance of being taken into account when the need arises again.
These business proposal templates will be useful
In this Pipedrive article, you'll find an extension of the tips we've presented here, plus access to templates (in English) with suggested texts that you can adapt for your sales pitch.
Questions or comments? Contact us! We promise to respond soon.
The commercial proposal is the document we use when presenting our products or services to potential clients.
In it we must show that we fully and deeply understand the needs of our prospects. For this reason, it is advisable to have as many proposals as buyer personas we have defined, and to personalize each message to mention aspects previously discussed.
This way, we can convince the prospect that our solution is the best they could mobile phone saudi arabia mobile number directory find on the market, specifying how our offering will solve the challenges and pain points they are facing.
It is also important to be very clear about the budget and payment method, the deliverables and the steps to follow once the project kicks off.
Now, let's go with some tips:
Analyze your prospects
In the initial conversation, try to identify what goals and challenges need to be resolved, what their budget is, who will support them in making the decision, and what the urgency is.
This way, you will know which phrases and words to use in your sales pitch based on their own terms, which will undoubtedly create a sense of closeness and make them feel truly listened to.
Do the same analysis for your best current customers.
Knowing this same information about your best customers will help you better understand the value proposition that has made them choose you over the competition. Who has been with your brand the longest? Who represents the highest purchase receipts? Who makes the most repeat purchases? Who has referred the most customers to you?
Analyze their experience as a customer, how communication with them has been throughout the process, what their pain points were when they were first prospects, and what their current successes are.
Specify your Value Proposition
What makes you different from your competition? You have to communicate it, and not just in the commercial proposal! But in all the physical and digital channels and parts of the brand.
Use copywriting best practices
Your message should be very clear, short and concise.
Use subtitles, bullets and short paragraphs.
Tell success stories.
Eliminate words and phrases that do not add value to the proposal.
Check the quality of the images: Make sure nothing is pixelated.
I built a template for your proposals
Create a template that you can use for each prospect, identifying the sensitive points that need to be edited.
Make it easy to accept and move on to the next step
Use calls to action during your sales pitch! What should your prospect do to continue? Will they have to call you, send you an email or send you a WhatsApp message?
Let them know the quickest way to get in touch and accept the proposal! As well as any contractual aspects that can be discussed while scheduling a next meeting.
What if they reject my proposal?
It is important to ask for feedback to find out why the proposal was rejected: Lack of budget? Did the company define other priorities? Did they find a better offer? Does the solution you offer not meet their needs? This will help you fine-tune the messages for future proposals.
If you didn't receive a NO, but they left you "on read" or never responded, you have to insist: Send a message every week to try to get back in touch. You will see that in most cases they will respond after the second or third attempt and they will tell you why they have not decided to continue with the process. It should be noted that you don't have to insist forever, if they don't respond after the fourth contact, bye!
Of course, remember to include these contacts in your cold leads database so that they can be fed with marketing content. This way, you will be present and have a better chance of being taken into account when the need arises again.
These business proposal templates will be useful
In this Pipedrive article, you'll find an extension of the tips we've presented here, plus access to templates (in English) with suggested texts that you can adapt for your sales pitch.
Questions or comments? Contact us! We promise to respond soon.