We recently joined the Event Planners Association and are beyond excited to learn more from this vibrant community of event professionals, some of whom might need help improving their sales process.
For nearly 3 years, Proposable has worked with various industries to assist them in creating sales proposals that use powerful tools for creating and delivering their sales material to win more business. Our solution is based on hundreds of conversations with small businesses that have all said the same thing: “We want a solution that takes the pain out of writing sales proposals.”
Proposable aims to empower event professionals to create winning sales proposals and to show them that with the right tools, the process can even become enjoyable. In this blog post we’ll give you some sales proposal best-practices that we’ve gleaned over the years as well as a taste of what Proposable has to offer when it comes to creating, analyzing and delivering sales proposals to prospects through our easy online service.
How to Structure Your Proposal
Before starting your proposal, you must consider the look, feel and flow of the proposal. Many clients have asked us how to best organize their proposal template. We’ve told them that it needs to be clear & simple, so that the prospect is able to navigate through quickly. The following 3 items are key to creating a modern and effective proposal:
Include a Table of Contents. This is foundational to a good proposal experience for your prospect. You never want them to feel “lost”, but to always know precisely what portion of the proposal they are looking at. Not every client is the same. Some will go straight to pricing, others may take a look at the offer or the body of the proposal and some clients go straight to testimonials. Remove confusion - add a clear and concise TOC.
Add good visuals. Incorporating actual photos of past events gives the reader a mental picture of what they will be receiving from you and let them visually and emotionally engage with you, your products, and your service.
Video, video, video. Being able to add video to your proposal allows you to deliver your messages quickly and effectively. Include a promotional video that showcases your company, past events and even video testimonials. Video is a proven tool for increasing the effectiveness of your pitch, plus it immediately sets you apart from your competition. So just do it.
Time is of the essence:
In some cases you will have clients who plan their events far in advance, but sometimes you need to be prepared for clients who need a proposal ASAP. It’s crucial that you keep yourself well organized by using a tool like Proposable, which empowers you by organizing all of your sales proposal templates online. Never again will you have to search for the most current version or constantly be frustrated by inconsistent information within your proposal. Here are a few tips to ensure you increase your conversion rate by responding faster with your proposal:
Use Placeholder Tags to personalize your proposal. No longer will you need to scour the proposal and change names, emails, dates, and prospect information. With Proposable Placeholder Tags, you enter the information once and the proposal will be auto-populated with the current prospect information, thus saving you time and headaches.
The Proposable Templates Library helps you to keep your proposals organized for a quicker delivery. Whether you’re a home-based business or 10-person team, having templates readily available and filtered helps to respond faster and become more efficient.
So, You’ve delivered the proposal, now what?
One major pain point when delivering proposals is not knowing whether or not the client has opened the proposal and they have, how are they have engaging with it? This is valuable information if you can get a hold of it because in some cases you may be sending out multiple proposals per week and it could save you much time up front if you knew who was engaging with your proposals and who wasn’t.
Get the edge on your competitors by using a tool like Proposable that display’s “proposal analytics”. This helps you identify which clients are more likely to buy from you and which aren’t, making your sales process much more efficient. Some of Proposable users see these proposal analytics as a way to calculate probability of a close, and decide to focus all their energy on following up with users who have shown an active level of engagement in the sales material that was delivered.
Collaboration at times can be challenging when emails are flying back and forth between your team and your prospect. Use Proposable to stay on top of prospects and their adjustment requests by using Proposal Comments. This allows your prospects to add their comments directly within the proposal, thus keeping all critical communication within reach at all times.
One critical aspect to a winning proposal is always including a clear call to action. In most cases this call to action is “accepting” the proposal. Giving your prospect clear and simple ways to accept your proposal is a must in this digital age.
Secure the deal with e-signature. No longer will clients procrastinate or shop around when you’ve given them the ability to electronically sign the proposal online. Verbal agreements are never a sure thing so speed up your conversion rate by simplifying the acceptance process.
When you have multiple recipients that require approval, having each of them sign, fax, email copy, etc. can take quite a bit of time. Proposable lets you give an option as to who can and will sign the proposal. This can all be done online with our electronic signature feature.
Many event professionals have already adopting our adopted our proposal tool as a powerful part of their sales arsenal and we are excited to enable others by equipping other event professionals for success. We hope that these tips will help you gain more insight into the proposal tools that are now at your fingertips. We also hope to become your Proposal Experts by providing insightful content on the Event Planners Association website.
If you’d like to learn more about Proposable, please visit our website at www.Proposable.com and try out our service FREE for 14 days. A credit card is NOT required and we provide complete support to ensure that you have all of the training to be more successful when it comes to sales proposals.