How to Reinvent your Proposals Process

Your proposal is a reflection of the quality your

company will deliver.

If you submit a bad proposal, you’ll have very little chance

of winning the business.

What is your closing percentage of your proposals?

How long does it take you to create a proposal?

I closed over 80% and spent less than 15 minutes

creating proposals.

Asking questions

• What do they want? • When do they want it? • Who is the decision maker? • What is their measurement of success?

Don’t leave MONEY on

the Table!

BUDGET ?

Current 12 Month Success

X?

The GAP

What is there biggest challenge of getting there?

• How many people are coming to your site now? • How are you driving traffic to the site now? • How many are buying? • How many are abandoning the cart? • Do you have any campaigns to current customers? • Do you have any campaigns to non-converted campaigns? • What does the current sales process look like?

Ask specific questions

If they wanted to sell more on their website….

• Started to drive traffic through PPC? • Developed code that would give them a last minute

offer if they abandoned the site early? • Developed a campaign to your current customers? • Developed a campaign to non-converted campaigns?

What if questions

What do you think if we…

Do you think that this is a good plan that would enable you to

achieve your goal?

“Proposals is similar to a phone #. If you don’t have the phone # in the right order, you won’t reach anyone.”

!

Jason Swenk

Step 1 - Cover Letter

• Explain you understand their problem.

• Briefly describe what kind of company you are.

• Ask for feedback. • Excited about partnership.

Step 2 - Cover Page

• Design matters. • Client logo. • Date and expiration of

proposal. • List key partnerships if

applicable.

Step 3 - Executive Summary

1. State two obvious facts that the client would know is true. 2. Restate what they want the most. 3. Describe why they want it. The big benefit. 4. Briefly define what they are going to get 5. Describe how it is going to work. 6. Explain to them that you have researched and you have the

experience they are looking for. 7. Address any concerns.

Step 4 - Your Services & Deliverables

1. Categorize services into sections. 2. Be very descriptive in each. Methodology & process 3. Add images. 4. List out all the deliverables. ie. How many versions or pages

they will get, etc. 5. List out up-sell services and products. 6. List out what is not included.

Step 5 - Project Summary

Step 6 - About yourself

• Tell them about your company. • The people that will be involved on the

project. • Experience. • Why you exist. • Awards.

Step 7 - Contract & Signature

Step 8 - Presentation

Never just lob the proposal over the fence!

http://jasonswenk.com/resources/proposal-template/

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