As business leaders we understand the importance of sales and marketing to grow our businesses. We spend thousands of dollars on a staff of sales people, brochures, flyers, internet campaigns and other methods to get the word out about our company, and the reasons to buy our products or services.
Are you ignoring, however, the last sales document your customer will ever see? I often see companies that have great marketing, brochures, and internet presence who fail to recognize that their proposal document is the last, and probably the most important, sales document that will ever be given to the customer.
At the time you are presenting your company to a prospect, and asking for their business, shouldn’t you be doing all that you can to win over the client and persuade them that your company is superior to all others. Here are five steps to make that happen:
Remember that your proposal is a living document. You need to constantly update your proposal with each offering. Make each proposal a “custom offering” by carefully reviewing the needs of each prospect and tailoring your proposal to their needs.
After you win the business, make sure you follow up on the promises made in your proposal. Your client will remember what you promised in your proposal, make sure that you follow through on all your promises, and then do a little more. As you deliver on these commitments, you will build a bond with your customers that will cement your relationship and lead to a long lasting, successful, and profitable relationship.
Scott Murray is the President of Confluence Solutions. Confluence Solutions provides customized proposal templates that allow companies to develop customized presentations for prospective clients.