If you’ve drafted sales proposals that generated no response, chances are you’re not putting your best effort forward. Reuben Swartz, founder of Mimiran, is my guest today and he’s sharing his top tips for creating sales proposals that win.
A key component of drafting and creating proposals starts with a story. If you’re just unloading chunks of information, chances are the person reading your proposal will get bored. To keep them on their toes and invested in what you have to offer, a detailed story with actionable solutions will improve the success rate of your sales proposals.
In this episode, we’ll be talking about:
- Aspects of a winning proposal
- How do identify the symptom your client is facing
- Finding the focal point in your proposal
To create a proposal that’s sure to lock down a project, you need to have a compelling story: one that contains a protagonist and a villain. You, the seller, are the protagonist; the person who is going to help the client solve their problems. The villain is what makes the story interesting. A compelling villain represents the change your client needs to go through, helping them understand why they want your services, and what they’re willing to invest (time, money, energy, etc.).
Before you propose on anything, you have to identify the client’s major symptom, or problem, and how your services will be the remedy. Without taking the time to study why your client is faced with a particular problem in the first place, devising the right solution for them will become a greater challenge.
To find the right solution for them, start by reminding yourself that the proposal is not about you at all—it’s about the buyer’s journey, and what the client will get out of working with you. Ask yourself, is it about you, or the client? Obviously, it’s about the client, and you will need to talk about the problems they’re experiencing and looking to fix.
Mentioned in this episode:
Reuben’s Proposal Course (affiliate link)
The Irresistible Consultant’s Guide to Winning Clients by David A. Fields