“Because a lot of your clients are going to be opening your proposals on their phones first, and if they, that is not a good experience.” – Adam Hempenstall in today’s Tip 316
When did you last check your email? What device did you use?
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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: When you last checked your email? What device did you use? Where you send a computer, was it your laptop, tablet or was it your phone? It was probably your phone and it is for about 70% of us. So 70% of email is opened on phones first and your proposals are no different. So when you send your proposals to your client, try to bear in mind the 70% of the time they are going to be opened on phones first. So knowing that and knowing that to be true, there’s a couple of things that maybe you would do differently. These days Google looks at mobile-first as an indicator of how progressive accompany is and it rewards it with good rankings in Google. The desktop version of everything is being downgraded and is now the secondary choice and your proposals are no different. Your proposals need to look good on phones first and on the desktop second. So when you’re creating your proposal, if you’re creating it in something like Microsoft Word or InDesign or you know pages, if you’re a Mac person, you are probably then going to be exporting it to PDF and then you’re going to be sending it. So there’s a whole bunch of problems with this. The first thing is that what you’re designing it on is a fixed screen size or a fixed size, which happens to be a piece of paper. Now if you shrink down a piece of paper and then you hold it over the top of a normal-sized phone, you can’t read a normal text, at least not very easily. And the second anybody’s got, over the age of 40 and starts losing their eyesight if things get even worse. So what you’re asking your client to do is to pinch and zoom their way through a seven, eight, nine, ten-page document. That is not an easy thing to do. It’s not a fun thing to do. And what is going to end up, meaning is that they’re not going to be paying attention to the proposal, so they’re going to skip straight through, look at the price, close it down and make a judgment on that alone. That is no good news. That’s not what you want and it’s not why you spent hours writing a proposal out in the first place.
So there’s a couple of things that you can do here. One is to design your proposals so that they, although you’re designing them on a paper sized screen when you’re using say Microsoft word or a document creator and does simply design it with mobile in mind. That’s definitely one way of doing it. The other way to do it is look into online proposal software. It’s probably the easiest way of making sure that your proposals are looking good when they are read on phones because what you can is actually then opening is essentially a mini-website. So that opening a mini website and they’re browsing that rather than reading through traditional documents. So do yourself a favor, look into proposal software. Some are better than others. Some have a web-first component, which is what I’m talking about. Others are more based on paper sizes, but at the very least, bear this in mind because a lot of your clients are going to be opening your proposals on their phones first, and if they, that is not a good experience, they’re not going to have a good impression of your business. And that can only mean that you’re less likely to get a sale.
Then be sure to come back tomorrow for another great sales tip. Thanks for listening!