- The commercial proposal needs to be direct and objective
- How to make a commercial proposal? See 6 tips to be efficient
- Focus on customer priorities
- The solution is the highlight, not you
- Make a clear summary of what was hired
- Clarify the conditions of the business
- Be prepared for all scenarios
- Make the proposal through your CRM
Sending a clear and direct business proposal is a good way to make the customer more confident and consequently speed up the sale.
Time is an increasingly scarce element in our day-to-day, isn’t it?
Therefore, this document needs to bring, immediately, what really matters to the client and the company.
In many blog posts, we talk about creating value for customers, being really consultative and didactic in interactions.
The time to send a commercial proposal also follows this direction. After all, you still don’t have the “yes” in an official way, right?
Follow the necessary steps, set the tone, choose the right words…
All of this is part of an efficient proposal that goes straight to the point. In this article, we’ve separated some tips to help you in this mission.
Let’s check it out?
The commercial proposal needs to be direct and objective
Marketing prospected. Pre-sale qualified. The commercial team approached and the conversation with the prospect was great.
So, it’s time to submit the proposal to close the sale and reach the monthly goal!
At this point, it is necessary to have all the details very well registered: price, condition, plan (for those who sell MRR ), among many others.
When putting together the commercial proposal, it is necessary to be didactic and direct to attract immediate attention.
You’ve already created an image of authority because of your inbound marketing strategies, right?
So, follow this line.
If we think about B2B sales, from company to company, it is necessary to reinforce the image that your organization is really focused and dedicated to meeting customer needs.
If you want a successful and profitable partnership, then maintain that reputation that you’ve been able to build through hard work.
Also, think that the customer is likely to be in contact with other companies – your competitors.
This is, therefore, yet another reason why your business proposition needs to stand out and be simply impossible to ignore.
How to make a commercial proposal? See 6 tips to be efficient
A good commercial proposal comes with time – we cannot deny it. You will try one, two, three, several models.
More than that, it will adapt the proposals according to the profile and type of customer that your company serves.
It is necessary to fulfill a series of requirements to arrive at a model that makes sense and facilitates decision-making by customers.
It is also important to say that the commercial proposal must be accompanied, later, by an efficient follow-up.
Make yourself available for immediate clarification of any doubts and ensure that he is able to meet all the requirements to say “yes” to your offer.
We have separated, below, 6 tips for you to prepare a commercial proposal that impacts and generates value for your prospects.
1 – Focus on customer priorities
Remember: create customer value across all touchpoints. So obviously the commercial proposal needs to be done like this.
Even, after all, because it is such an important moment when the customer will decide whether or not to join your company.
So it’s time to show that you are fully aware of your reality and need.
So, think of all the scenarios you should understand and put into the proposal.
Show that you are still an expert and pay attention to every detail.
It is necessary to really focus on the customer, with their priorities first, especially if that customer came, for example, from referrals from other customers of yours.
2 – The solution is the highlight, not you
How can the service or product offered, in practice, improve the customer’s life?
Cite the problems he has and didactically talk about how what he is hiring really works and is ideal for him.
Make this clear and put it “on paper” when writing your proposal.
Show from the very first lines that you are interested in the customer having the best possible experience with your brand.
Demonstrate that throughout the prospecting, qualification and sale stage, the company listened to your pains.
And, more than that: it understood its reality and arrived at a solution that makes both sense for its needs and also fits in the budget.
After all, it’s no use having the perfect product if it’s inaccessible, right?
3 – Make a clear summary of what was hired
Time is an increasingly scarce element in our daily lives, right?
Think, then, for those who are looking for a solution to a problem and, while not hiring, need to have an even more troubling routine.
Therefore, another way to be clear and direct within your business proposal is to summarize what is being hired.
Of course, each business has its specificities and each negotiation has its own characteristics.
But reserving a space where it is possible to summarize what was hired is a valid practice.
4 – Clarify the conditions of the business
When there is clear communication there is no doubt. And, with no doubt, frustrations pass away.
Price and payment terms are certain elements that weigh a lot at the time of decision.
Even if the sales team has already proven the value of what they trade, this is still a deciding factor.
After negotiating, giving in here and giving in there (from both sides), company and customer have reached a common denominator.
Excellent. Take advantage of the fact that the calls are recorded within your sales software and make the condition of the business very clear in the proposal.
Value, plan, payment method, discount (if any), promotional condition, among others.
With clear communication (do not use indirect texts or difficult words), everyone wins.
5 – Be prepared for all scenarios
This step concerns before, during and after sending the commercial proposal.
A true expert is prepared for all scenarios and does not escape any questions.
Even if you don’t have the answer right away, you need to be proactive to go after them and meet customer demand.
As we said, it is possible that the customer is also quoting with the competition – and you need to have this excellence in service at all stages.
Then, at any point, he can come up with a new question – and you need to be ready to solve it.
6 – Make the proposal through your CRM
Why waste time typing, editing and handling multiple files for your proposals?
Take advantage of the CRM proposal template and gain the agility to negotiate with your customers.
Acceptance can be given immediately with an electronic signature and you receive an alert both on the platform and in your email.
After all, time is money and speed is essential to being able to deliver the value the customer needs and, of course, increase your sales conversion rate.
In addition, everything is registered within the opportunity and you can set up a funnel – in kanban style – exclusively for your proposals.
If it is a subscription sale, for example, which is renewed every year, you will already have the proposal inside that card.
Thus, you can retain customers and have them always satisfied with your brand.
This is, without a doubt, the ideal scenario for any company.
So, how can we help you?
If you want to learn more about how CRM helps accelerate your sales and proposals, talk to a consultant today.
Enjoy and read two articles that will help you close more deals.
The first one talks about the importance of onboarding with customers and how it helps in their loyalty.
The second on how to carry out sales planning without a headache.