“A beautiful proposal with video in the right places can help yourself and create a great impression throughout your target organization.” – Steve Findley in today’s Tip 590
Why your sales proposal is letting you down?
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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 Steve Findley. Steve helps companies deliver sales presentations and proposals that help win business based on the insights Qwirl has gained into the sales process. Here he is:
Steve Findley: If you’re in the B2B space specifically in technology or your company positions itself as innovative and forward-thinking, and you use a PDF or a PDF in the cloud as your sales proposal, then you’re letting yourself down. Why? Well, the PDF has over 25 years old. Now it’s a Mayfair print technology. There was never built to be responsive or be read on the myriad of screens and devices we use today.
Think about it this way, your potential client is down to you and one other vendor. You deliver a 10 page PDF, the total customer, how awesome your company is, what you do, what you’ll deliver for them, and how excited you are to work with them.
Over 40% of the time, your customer will open this proposal on a mobile phone. They’ll have to pinch and pull up their screen to zoom in a words and diagrams. They’ll scroll up and down, furiously trying to extract the information they need.
Your competitor on the other hand delivers their proposal has a beautiful dynamic webpage. It automatically adjusts content to their mobile phone. A dynamic table of contents helps them move through it with ease. The document includes video explainers and custom messages about what they’ll deliver and how the viewer can interact with the document. Pricing is dynamic and allows them to choose the option they want. They can sign off the document from their mobile phone.
This customer would actually be excited to share this internally because they’ve found the vendor they want to work with. The one that is innovative and forward-thinking.
What experience a message are you sending to your customer with your sales proposal?
Many companies spend thousands of dollars on their websites to make a great first impression, but then they take a cheap, or this is how we’ve always done it approach the sales proposal. The document where they’re asking their customer to commit to a spend and a partnership with them. To me, that’s crazy. And that’s your close rate our point of the proposal is a hundred percent. You should be looking at this document closely. And even if your close rate is a hundred percent at this point, then perhaps a better document will help you close down your sales cycle, enhance your brand and help you increase your prices or remove discounts.
And one of the recent daily tips, Casey Hill talks about the use of video to create a personal connection with your customers. It’s the same with the sales proposal. You might not get in front of everyone in the decision-making process for any number of reasons. COVID is making that tougher for some of the salespeople I talked to.
A beautiful proposal with video in the right places can help yourself and create a great impression throughout your target organization. My tip here is to sit down and look at this document with your team, explore options and feel free to reach out to me if you want to discuss the exact content that is helping companies close more of their deals at the point of proposal,
Scott Ingram: To learn more about Steve, about Qwilr, to book time with him and to learn about the new BDR role you might be the perfect fit for. Just click over to DailySales.Tips/590 and we’ll have everything for you there.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!