How to make good proposals for clients
Getting a new client is an incredible feeling, a wave of excitement, a sense of relief, and an understanding that hard work is starting to pay off. But to get to this point, it is not easy and you have to go through many meetings, calls and especially for a key aspect, the submission of proposals. Depending on the size of the client, you will spend a great amount of time and resources perfecting your proposal so that they are irresistible. For this reason it is so important to have a good technique in the preparation of proposals, and for this article to follow a series of guidelines that will help you make better proposals .
Do not use the short stick . When writing many proposals it can happen that there is a certain overlap between them, especially when it is the same service. Some sections of the proposal could be similar. But you should never cut and paste a proposal and enter the name of the new potential client. This is very typical of low level professionals, little structure and little experience. Clearly it is a very clear and obvious reason not to hire your project.
Do not use generic recommendations . The proposal must provide value, you must avoid the use of very generic words and concepts that could apply to any company in the sector. Avoid phrases like these: "Phase one, the investigation, the second stage, a test / B. The third phase, optimize." It is important to note, to say things different from the obvious ones.
Think like the customer. Try to think like the client. What do you really want? Why are you looking for a provider? Did you have problems with your previous provider? During initial calls, these are the types of questions you should ask yourself. You will be given a great insight as to how you should launch your services. It is important that you put yourself in the client's shoes and that you consider what you need.
Be specific help . Being detailed in the proposal, entering to value and proposing specific and specific aspects are important since they convey that you know the project, the client and what your value proposition is. Service companies are based on ideas. Many times, it is the only thing that can be distinguished from its competitors. Do not be afraid to give ideas, to transmit what you know, it does not matter if they copy you, if in the end you do not get the account.
Success stories Success studies are the best friend of a service company. They provide social proof for the potential client. We understand that the projects you have already done and have worked are the best guarantee for new clients to give you their trust.
Design a story Use the presentation slides to write a story for the client. Do not limit yourself to sending slides without any clear objective, you must propose a story, a rhythm so that the proposal is dynamic and pleasant to read.
Direct the presentation to who can decide . It is as important to make a good proposal as the proposal is sent to the right person. Before sending the proposal you must know who will be the person who will make the decision of whether the proposal is contracted or not.
Make sure that your proposal transmits what you want and that behind the proposal there is a team capable and prepared to lead the project, confidence and creativity are drops and flashes that will help to give a touch. If you do, you will win a lot of contracts.