Peady’s Selling Engagement sponsored by IRD Prospector

The ugly truth: There’s no point in creating proposals that go nowhere.
 
Is this you?
 
You spend half a day putting a proposal together and once the proposal is sent to the prospective customer nothing happens. Nothing. You are never able to speak with that prospective client again or if you do reach them, they’ve chosen another company.
 
Wasted time and potentially a wasted opportunity.
 
Tips to ensure more of your proposals stick.

1. Make sure that you’re speaking with a qualified client. Do your homework, make sure to ask all the relevant questions, ensure this is a real opportunity. Ideally you should have conversations with all decision-makers.

2. Always get agreement that the new customer will give your proposal proper consideration. Also agree on the value and quantify that by a dollar amount. Make sure that they have the budget.

3. Do not send a proposal. It’s easier to email it and it’s even easier for the potential client to ignore it. Always present it in person and present it to all of the decision makers.
 
4. Thought. Why not call it an “Outline of our Agreement” or a “Confirmation of our Discussions” The word, ‘proposal’ suggests there will be room for negotiation and reinforces that you don’t have an agreement.

5. After presenting the proposal gain agreement on “where to next”. The next step could be another meeting with others in the company or perhaps the next step is simply that the prospect will make a decision. Whatever it is, gain agreement and schedule it.

No commitment to a next step probably represents no commitment at all!

Try these steps and you’ll write fewer proposals and close more of them.

And that brings me to the end of my last post for the year. I’m off for a well-deserved break.

Enjoy your Christmas and the New Year celebrations.

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]