7 Sins of
Business Proposal Writing
1.
Failure to focus on the client’s business
problems and payoff
2.
No persuasive structure
3.
No clear differentiation of one compared to
other vendors
4.
Failure to offer compelling value
proposition
5.
Key points are buried or not highlighted
6.
Difficult to read because they are full of
jargons
7.
Contain credibility killers – misspelling,
grammar and punctuation errors, wrong use of client’s name, inconsistent
formatting, etc
The Value
of Business Proposals
To
Clients
- It helps clients to compare vendors,
offers or price so s/he can make an informed decision
- It helps clients to clarify complex
information
- It makes the buying decision more
objective for the clients
- It slows down the sales process, so
clients do not feel rushed into a deal or feel taken advantage of
- Helps clients to solicit creative ideas,
become educated or get free consulting
To You
- It helps you to sell
- It helps you to sell on value instead of
price
- It helps you to compete successfully
without having personal contact
- It enables you to sell a technical
solution to a non-technical buyer
- The proposal is your marketing tool
- It helps you to influence clients or make
an impression on them
- It helps to demonstrate your competence
and professionalism
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