After all, a process of prospecting and awakening the customer’s interest comes the elaboration of the commercial proposal. And although this is an extremely important point of the negotiation process, it still leaves many doubts. After all, precisely because it is a crucial moment, the proposal must be perfect to close the deal.
Basically, the proposal is planning the solution that your company brings to the customer problem. It should clearly show that it meets the needs of the person concerned and that it is perfect for what he expects. By formalizing the negotiation, the commercial proposal must be well structured and organized, honest and objective, which requires some basic care in its elaboration.
Want to know how to make a more efficient business proposal and close deals? So keep reading!
How to make an excellent business proposal?
In order for the proposal to meet everything you set out to do, you need to be careful to prepare it thoroughly. In that case, hurry may be your greatest enemy. At the same time though, you can not miss the timing of the deal, otherwise the client will give up halfway.How to build an excellent business proposal? Let’s do it by steps:
The first step is to define whether your proposal will follow in the form of a document or a presentation. Nowadays, in fact, it is quite unusual for commercial proposals to be sent on paper. So if you want to be sure that your proposal will really be reviewed by the customer, not running the risk of being overlooked on a desk or in any drawer, adopt the paperless trend !
After choosing the model of your proposal, you must include the names of those involved: the contractor and the contractor. Include also the service being proposed, but without delay.Remember the objectivity and mention only the information that is really needed to identify the proposal.
To avoid getting lost in everything that the proposal must contain, the ideal is to assemble a skeleton with all the necessary information. First, write down the main topics and then fill in the sketch and make any changes. So it’s going to be like you’re doing a checklist, making sure you do not forget any information.
Start by presenting the company and services in your portfolio to help contextualize the proposal. With this, you will print in the mind of the client, to the smallest, all the solutions that you have for his needs.
Remember also that often other people are consulted before the hammer is beaten for a commercial proposal. In this scenario, if the person who received the document needs to discuss the proposal with a third party, the brief presentation of the company and the services it offers will help in contextualizing what is being addressed.
A very simple and effective suggestion is to put in the presentation a small space with the purpose of pointing out the qualities of what is being presented. You can identify it as follows:
- About (company name);
- About the (name of the service).
Another important point to note is that a business proposal is different from a commercial presentation. Do not forget, therefore, that this proposal will be duly signed . Therefore, the presentation should focus on what is effectively being addressed, never being exposed only as a commercial presentation.
Your proposal should present the objectives of that partnership, showing how your company can achieve them. In content, therefore, it is important to present a schedule and, finally, the costs of the services presented. An easy and straightforward way to assemble the content of your proposal is by answering five fundamental questions:
- For what?
- How much?
Objectives: for what?
This is the time to think about the customer’s purpose in hiring your services. For what? Make it clear to the stakeholder what the objectives are to achieve if they actually enter into a partnership. Show the results you are promising in an objective way, so that you can see the value your service can bring to the business.
Explain the solutions that are being addressed in the proposal. It is necessary to make a description that clarifies to the client how practical you can help him. You can create graphs that clearly show the benefits he will have in this business. It is also possible here to explain the methodologies to be used to achieve the proposed objectives. The idea is really to show how goals will be achieved.
At this stage, the question is: why should the customer trust your company? You need to demonstrate that you truly understand your needs at that time and that closing a partnership will be beneficial to solving your problems and your pains. To do so, give information that can make the person concerned realize that you know where you are treading.
You may believe: in practice, your ability to master the subject ends up being passed on to the solution itself and to the image of the company in which you work. By explaining the advantages of negotiating with your organization, you show that no other company will serve your customer’s needs as well as yours. In this context, the customer will trust what you say, as long as you do it safely and consistently.
Additional customer information is precious at this time. If you have data about them that can support the advantages of partnering with your company, use them exactly at this stage. You can include a brief success story that supports the benefits that this partnership will bring to it, showing similar situations for which, in the past, your solution was perfect.
Timeline or estimated time: when?
It’s time to respond when and how soon the service will be delivered. The detail is that not all solutions are timely. Therefore, offer the client an estimate so that the goals begin to be achieved, remembering to make it clear that this is a forecast and not a certainty. If you feel better, propose a time interval – such as from X to Y days, for example.
You can also create a more detailed timeline, containing the dates of each step of the process. In both cases, the client can better visualize what is being treated and, thus, is more confident in the objectives outlined. Just do not forget what transparency is all about in a business relationship, okay? In the end, it is very important that you be honest about the time given for 2 reasons:
- Promising deadlines that are not in line with reality will make the client suspicious of all his work;
- A commercial proposal has legal value and can be used against you if the service is in fact far from the promised one.
Values: how much?
What will the client’s investment be? As a business proposal, you must specify the values for each of the services or products offered in this partnership. A valid suggestion is to create a spreadsheet with the detailing of the items and their respective values, not forgetting to price the aggregate cost of some service or formalization process, for example.
Remember some important points:
- Like the proposal as a whole, the pricing needs to have a definite deadline. After all, the client will remain with this document in their hands and (unfortunately) it may take time to make a return, to the point of making values and conditions impractical. Then determine the validity of the proposal or at least advise that prices and conditions may change without notice.
- Do not deliver your lower tray price! The truth is that some customers cherish trading and like to haggle. Not to mention also that eventually your proposal will be taken to competitors, who are likely to make a better price. In that case, you will need to have room to offer a counter-offer.
- If you need managerial or financial sector authorization to offer discounts, do so before submitting the proposal to the customer. There is nothing worse than having to apologize later for simply not being able to keep the promise.
Your business proposal will be complete with:
- The identification of the company;
- The identification of the proposal;
- The detailing of the objectives;
- The services and products offered;
- Pricing of items and possible additional costs – such as freight, for example.
With content fully prepared, it’s time to worry about visual organization. That’s right: the appearance of your proposal is also important! Disorganized, poorly formatted, color-coded, or speedy and improvisational information counts points against you and, consequently, against your company. Therefore, be organized, discrete and consistent, praising for the uniformity with the visual identity of the business.
In this sense, it is important to use the colors, typography and dashes defined as standards by the company. You can have a cover for the business proposal, if you want, as long as you enter the organization’s ringtone in the document , making sure the image has a good resolution and is not distorted. If you have graphics or other images, make sure the data is readable.
In addition to the previous steps, you also need to pay attention to some extra care. You must include customer’s duties (if any) and, if necessary for the service presented, you can send, in addition to the commercial proposal, terms of acceptance to formalize additional points. And do not forget to include all the necessary contacts at the end of the proposal, as well as make visible and organized:
- The address of the head office or subsidiary responsible for the proposal;
- Available phone numbers;
- The contact email – preferably corporate use to avoid private emails.
Finally, reread the proposal and check if there is any mistake in the writing itself. A good tip is to ask someone else to read it, because your look will already be accustomed to all the information there, inevitably letting out some flaw. By submitting the proposal to a third-party sieve, errors can be more easily identified and thus you are sure that the proposal is understandable.
How can technology improve your proposals?
In a world permeated by technology, with breakthroughs like cloud computing, electronic signatures, and the Internet of Things, you’re certainly missing out on incredible business opportunities if you’re relying only on spreadsheets and offline documents, printing and submitting proposals in envelopes. And the worst of it is that it may be becoming obsolete from a customer perspective, which will have a clear impression that your company is not modern or innovative.
There are some great tools to help you hit the customer’s needs in the right direction and speed the closing of your business. Check out the most important ones for your business proposals:
1. Using the right information from a CRM
CRM (Customer Relationship Management) is an indispensable tool in the management of your customer portfolio since it allows you to make a commercial proposal based on the whole history of your activities with the company – your preferences, previous hirings and even your denials of services or products.
Knowing how to use this information tactically in the preparation of the proposal is a letter both in the manga, because this way you understand, based on facts and data, what the customer values. With this, you can focus on that data to assemble your proposal, further increasing the certainty that your solution is exactly what it needs, which reflects up there in its conversion into sales.
2. Streamline the process with an electronic signature platform
Electronic documentation not only gains more and more space in the corporate world but eliminates a good deal of time in negotiation – which would be spent with printing and reprinting proposals and contracts, sending to the customer, collecting signatures, returning, adjusting, resending and so on. onwards.
With the electronic signature, the time of the negotiation process decreases a lot, which also contributes to the closing of business. This is mainly because, in the business world, taking too long can cause you to miss the timing of the sale, giving the competition room to present counterproposals, consuming the client’s patience and thereby increasing their chances of losing it. The electronic signature, which has full legal legality, helps in this scenario because it allows you to enjoy that crucial period of enthusiasm for the solution.
Not to mention that you do not have to send printed or manually digitized proposals, which, in addition to contributing to your adhesion to paperless (as we have already suggested), makes your company (and therefore its solution) pass a modern image, innovation, and excellence.
3. Analyzing Data with Business Intelligence
Large corporations have invested heavily in Business Intelligence. And it is not for nothing! BI tools help predict not just market trends but also consumer behavior. Through the analytical information received from BI, it is possible to compose proposals according to the best market trends. Thus, your customer stays ahead in the competitive race and your company appears with the ideal solutions provider.
In addition, with the cross-data made by BI, the composition of the services and products you offer is based on the profile of your target audience. Not only can house customers leverage business intelligence for their CRM history, but their new prospects can be best approached with BI!