Written Proposals

Sometimes you will have one or more face-to-face meetings to understand the needs of your customer but you’ll be asked to prepare a written proposal.

I’ve done this as a buyer when I’ve been buying very complicated things like big IT systems. As a consultant, writing a proposal is a standard sales technique because of the need to create a clearly defined project.

Even if you think you’ve got a verbal agreement, the written proposal is a sales document as well as forming the basis for the legal agreement.

Trade protocols & norms – Request For Proposal
Means to the end – personal sales letter – headline
May be read by others – look good, be persuasive
Focused on customer – short but long enough
Need – problem, pain, urgency
Solution, benefits & implementation
Why you – capabilities, record, guarantee
Quote (deadline/incentive) financial justification
Conclusion & next steps

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