After the phone call

Check List for Building Winning Proposals

Sometimes, when we make a fantastic phone presentation, when we’ve qualified the prospect’s needs, we managed to successfully identify their main areas of interest and, even when we’ve closed the call properly ...

there will still come a genuine request from your prospect for a proposal in writing.

Sometimes this is to help the prospect in the decision-making process. Others may want to work through the

issues with the rest of their team, they might even want to take a proposal to the weekly meeting as part of their brief, while some people just prefer to have the clarity a written proposal can provide to confirm the deal.

Whatever the reasons, you need to make sure your written proposal reflects your skills on the phone and is a “user friendly” document for your prospect to work through. Here are some ideas and a check list that help build written proposals that really get the job done!

What problems are you going to solve?

· Show you understand the different elements of the situation or problem.

· Define the problem from their viewpoint.

· Seek to explain the needs from your prospect’s point of view.

· Understand their priorities: it might not always be a dollar     decision!

How are you going to solve it?

· Prove that your plan, service, product or methods are feasible.

· Show that a solution is possible in the time frame available.

What exactly will you provide?

· Specify in exact detail the products/services you seek to provide.

· It’s almost like writing an inventory.

Can you deliver what you promise?

· Show you have both the knowledge and resources to do what you say you will.

· Give examples of previous work in this area and the qualifications/ability of your team.

What benefits can you offer?

· Specify what makes you stand out from what the rest of the crowd who may also be pitching.

· For everything you’re offering the prospect, show clearly the benefits of each feature.

· Discuss the benefits – direct and indirect – that you will provide – when they purchase.

When will you complete the work?

· Provide a schedule that shows when each phase of the service, product, delivery etc will be completed.

· A time line is always important!

How much will you charge?

· Provide a detailed budget which includes costs for materials, salaries and overheads.

General considerations:

Use language appropriate to your audience, watch for technical jargon.If the proposal is long, write a one-page cover (summary) letter: Catch the reader’s attention early and summarise three main benefits. Discuss each benefit in the same order as the first paragraph. Deal with any objections the reader may have raised during your call. You could also, in closing, briefly mention other fringe benefits and … always ask for your proposal to

be viewed, decided upon or approved in a timeframe. Make sure you give the prospect good reason to act promptly. Always give your proposal a title!

Works for me and so many of the business by phone professionals I work with.

Have a brilliant sales week

Matthew Mewse

The Telephone Man

Business by phone specialist

Ph: 03 482 1364

Mobile: 027 616 3272

Skype: uktelephoneman

Email: matthew@telephoneman.co.nz

Web: www.telephoneman.co.nz

Web: www.telephoneman.org.uk

LinkedIn: http://nz.linkedin.com/in/matthewmewse

Twitter: http://twitter.com/fonepower