“Confused people don’t buy things. People that are confident, people that understand what the situation is and people that have got a roadmap of exactly what’s going on are quite happy to get their credit card out.” – Adam Hempenstall in today’s Tip 309
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Adam Hempenstall. Adam is the CEO & Founder of Better Proposals, where they offer proposal software and also offer Proposal Writing University. Here’s Adam with another proposal related tip:
Adam Hempenstall: One of the easiest ways to make sure that you find it very difficult to close deals and get your proposals agreed is by making it difficult for them to do that. So making it difficult would be not providing clear instructions on what the next steps are. It would be making sure that they have to jump through loads of hoops to sign or approve the proposal and it would be making it difficult for them to even do that by not providing any instructions at all or any method of doing that. I’ve looked at thousands of proposals in my time running a proposal software company and what I’ve seen is that the best proposals are the ones where they lead the client through a journey. So they’re starting out with the introduction. They’re giving them a clear idea of what it is their problems are and how they can solve them. Then walk them through the mechanics of what it is they’re going to do. Then they’re taking it through a little bit of social proof and then they’re going through the pricing and they’re going through the legal, any guarantees, and then they’re asking them to buy and they’re saying, “These are the next steps. If you want to go ahead, this is what you need to do.” And then they’re giving them a really, really easy way of approving that proposal. So instead of asking them to print something out, scribble on it, take a picture of it, email it back in some other convoluted method of approving something. They’re using digital signatures. Now, these things have been around for a long, long time. You know, we’ve all ticked a box and said, I agree to terms and conditions. It’s not new stuff and everybody can figure it out. But if you’re not using this to age your sales process becoming quicker, easier, more efficient for the poor person who’s reading this stuff, then you are going to be making your own life difficult. The last thing is money and payments. So once a deal has been signed, generally, the first thing you want to be doing is getting paid or getting a deposit on file so that you can start the process of actually doing the work for that client. And the easiest way to do this is by making sure that the very next thing that they do after signing the proposal is paying a deposit of some description. So I would encourage you to look at different proposal software that can do this a better proposal is one, but there’s plenty out there that do this stuff. Make sure that you’re making it easy for people. At the end of the day. Confused people don’t buy things. People that are confident, people that understand what the situation is and people that have got a roadmap of exactly what’s going on are quite happy to get their credit card out. You know, pen and paper, signed things, and then pay. So bear that in mind when you’re writing your proposals. Try to keep things nice and simple, made sure that you’re asking for the business, and then explain very clearly in simple instructions what to do next. Hope that helps.
Scott Ingram: You can learn more about Adam’s Better Proposals solutions and sign up for free at betterproposals.io
Then be sure to come back tomorrow for another great sales tip. Thanks for listening!