– What's up? It's Jamal, and welcomeback to the channel. In this video, I'm gonna show you how to write a winning business proposal so that you can get new clients and close deals withspending less time doing it. To follow along in this video, make sure to click thelink in the description to download our freebusiness proposal PDF.
Here's what's crazy. 62% of sales professionals report spending 40 hours a week on proposals. When you think about it, you're like, isn't thatyour whole work week? When do you do sales? Doesn't make any sense. There's got to be a better way to do this. And the absolute first thing.
That you need to know abouta business proposal is that it is not the sameas a business plan. This comes up over and over again online, so let me clear it up for you. HubSpot defines a businessplan as a documented strategy for a business that highlights its goals and its plans for achieving them. It's primarily usedwhen seeking an investor to put money into your business.
A business proposal is aformal document provided to a prospect with the purposeof securing their business. In other words, youwrite a business proposal to get clients. And because every client'sneeds are different, your business proposalneeds to be customized to address those needs. That's why working off atemplate can save a lot of time and energy,.
Freeing up your sales teamto approach more prospects every business cycle and actually do what they need to do, which is, you know, sell some stuff. (chuckles) You know what I'm saying? So let's break down eachsection of the template to make sure you understand what's needed. Most business proposals startout with an executive summary. This is a one-page documentthat a prospect can skim over.
To get a gist of whatyou're proposing and why. But just because it's the first page, that doesn't mean it's thefirst thing you want to write. In fact, it can be very difficult to write a summary of a proposal before you've written out the whole thing. I'm sure we all remember in college trying to write the intro of our essay right at the beginning,.
And then we actually write the paper, and we're like, “Well,that intro was useless 'cause that has nothingto do with ultimately what I ended up talking about.” So you have to go back. Don't waste that time up front. Do it at the end, all right? Instead, move directly intopart two of a business proposal, which is understanding the problem.
Your job as a salesperson is to help your client identify their needs, and then offer your company as a solution. Sometimes this is easy, especially if you'vealready met with a client and discussed their situation. Maybe the client even sent you an RFP, which stands for request for proposal, in which they define theproblem they're trying to solve.
But no matter how muchinformation you're starting with, the goal is to demonstrateyour understanding of the client's pain points. So make sure your writingis always customer-focused. Make the client feel likeyou understand them better than any of the other competitors. Now, in some cases, you might not get the opportunity to discuss a client's problems.
Before creating your proposal. Some businesses thrive onidentifying a client's needs before the client evenknows there's a problem. This is very common in the SCO game where optimization providers can run in-depth analysis of a websiteand identify its shortcomings before approaching the prospect. You can do this, but you also want to becareful you're not making.
Too many assumptions abouta potential client's needs. If you have hard data toback up your findings, don't be shy about presentingit to your prospect, whether they ask for it or not. Now that you've carefullydefined the client's problem, the next step naturallyis to propose to solve it. If you did a good jobin the previous section, the prospect will be eager to hear the solutionyour company can offer.
Odds are that the solutions you offer to clients are similar, which makes this section ofthe proposal easier to write. That said, you still want to make sure that you're addressing theclient's specific issue. So be sure to include somedirect references to the client so the proposal doesn'tlook copy and paste. (upbeat percussive music) – Our software's the worst.
– Have you heard of HubSpot? See, most CRMs are acobbled-together mess, but HubSpot is easy to adoptand actually looks gorgeous. – I think I love our new CRM. – Our software's the best. – HubSpot, grow better. – Here are three additional tips for writing a solution thatwill impress prospects. Focus on the process your company uses.
To solve the client's problem. A lot of teams fall into the trap of pitching ideas to theclient before the deal is done. It's like if you're tryingto shoot free throws with a blindfold on. It's like, I mean, you could do that, but also why would you do that? (laughs) Which is to say that you'reprobably gonna be missing, and even worse, theclient could be turned off.
If you get the solution wrong. Or even worse than that, the client could like your solution, then execute it themselvesor with another vendor. By focusing on the process, you give the client a detailed explanation of how you will solve their problem without actually doing thework before the check clears. Another important tip whencrafting a solution is.
To explicitly spell out theresults a client can expect if they work with you. You want to define clearKPIs that should improve after your solution is implemented. But you don't ever want to make promises in terms of hard numbers. So if your solutionwill improve efficiency, you can say something like,”We streamline the process, resulting in fewer hoursspent on the task.”.
You don't want to say,”Decrease time spent by 30%,” unless you're actuallyguaranteeing that result. And the final tip I havefor you is don't say it, show it with graphics. Humans can comprehendsomething much more easily if they visualize it. So take time to create charts, infographics, or any other visual asset to help illustrate your solution.
Check out this exampletaken from a proposal by a web development agency. To be honest with you, don't even understand the difference between traditional web designand growth-driven design. But I know that the growth-drivenline looks better to me. If there is nothing to illustrate, you could at least include afeatures and benefits table. You'll find this included inthe business proposal template.
That you can download inthe video description below. Now, so far, your businessproposal has focused on the client. But now it's time toshow them what you got by giving some backgroundinfo on your organization. There are a lot of ways you can go about trying to impress your prospect, but here are a few general itemsto include in this section. Give some background information.
On the organization as a whole and include the missionand vision of your company, if it's impactful. You can also provide some infoabout your executive team, as well as any individuals who will be workingdirectly with the client. And use case studies as a wayto illustrate the work you do. Remember when I said youshouldn't include actual numbers when talking about results for the client?.
Well, case studies are all about numbers. So don't be shy aboutincluding some positive metrics that you've had with previous clients. So go ahead, flex a little bit, like this. (Jamal grunts) There you have it. Once you have the clientsthinking you're amazing, it's the perfect time tohit them with your pricing. A lot of organizations findpricing to be the hardest part,.
Particularly if theservice you offer varies, depending on the client. Ask for too much, and youmight blow up the deal. Ask for too little, and you can end up losingmoney in the long run. You might even have togo back to your client and ask for more money, which is an awful position to be in. I could do a whole video on pricing.
And if you'd like to see that actually, let me know in the comments. The one thing I want to tell you about pricing is you shouldnever call it pricing, or costs, or fees. Instead, try calling itinvestment, or venture, or asset. Another tip, there can be the tendency to offer an array of solutions, or even small, medium,large set of solutions.
With lots of upsells. But research shows thatoffering a single solution secures more deals. And you could always upsell the client on additional servicesas the work goes along. You also want to be sureto set a payment schedule with clear milestones and dates. Otherwise, you can end upwaiting forever to get paid if the work slows due toroadblocks on the client's end.
Also, since we're speaking of schedules, be sure to include atotal project timeline in your business proposal. This sets expectations for the client, while also adding a sense of urgency for them to sign the deal. And finally, you want toend every business proposal with a call to action that lets the client sign off on the deal.
So you can get started working. Even better, give them adirect link to make a payment. This is proven to increasesales in many industries. And there you have it. Those are the tips on howto write a business proposal and how to secure client deals. If you have any questions, be sure to leave themin the comments below. And while you're down there,.
Be sure to like the video,hit the subscribe button, and ding that notificationbell so you never miss a video. And if you haven't already, make sure you download thefree business proposal template so you can start closing more deals. Because if you win, I win. We're in this together. We're a community, all right? And thanks for watching.
I'll see you next time. This is very common inthe SCO game where S… Where S… I win. (chuckles) Whoops. What are my hands doing?