Write Better Business Proposals to Make More Sales Part 2

Posted on May 4, 2008 in Marketing by Chris Bloor

5 things that are wrong with most business proposals (continued…)

3) Their Business Proposals Fail to Use Words That MAKE Money: I recently wrote a 'Business Proposal Transformation' for a client. We changed his one-page 'Just like everybody else' quotation letter to a document several pages long that was filled with the words 'You' and 'Your'

NOTE: you need to make sure that your prospects can easily 'Take Ownership' of Whats On Offer. Use words like: "Your new kitchen…" "Your new Website…" "Here's what we'll do for you…" "When you own…" etc

4) Their Business Proposals Fail to Give 'Compelling Reasons' to Go Ahead: I want you to read the next few words very closely… I want to ask you something and I want you to be brutally honest in your reply.

Would I be correct in saying that, whilst understanding the product or service that you offer is as easy as 'falling off a log' to YOU, for many of your prospects, it is like doing handstands on a tightrope?

(Nine out of 10 business owners answer "Yes"). It stands to reason then that this can make people feel a bit apprehensive when it comes down to knowing which proposal they should go ahead with?

Yes?

Then, pray tell, what are you doing to address this in your own business proposals?

Example:

Five Good Reasons Why This Proposal Makes Sense For Your Business:

Dependability.For many years now we have gained the highest reputation for dependability.
Quality Guaranteed. If the quality is not up to standard, we will do work again until it is - no hassles.
Value. We strive to always provide you with outstanding value for money and want to know when it's too high.
On Time. Next to quality, our main priority is to have your order ready on time - we seldom fail.
Service. We provide a fast, helpful service and understand your needs.

Order your [Product or Service] from us with total peace of mind knowing that you'll receive the best possible [Product or Service] at the best possible price with the least amount of stress and interruption!

5. Their Business Proposal Makes it Hard to Respond. You need to make it very easy to respond to your offers. Try these simple ideas to fix this:

Put a rapid fax back response box on the bottom of your proposal. Give people a special bonus if they respond within the next 7 days.

Tell them they can respond by telephone, fax, email, post or carrier pidgeon!

Add several special bonus offers to make your product or service the most attractive out of any of the proposals they will be considering.

And always include a seperate page that has the following headline on it: "We Would Love You To Join Satisfied Clients Like These…" and place at least 8 testimonials below.

If you correct these 5 business proposal mistakes, you will be amazed at the extra business you will get!

If you need help to re-write your current business proposals, please use our Contact Form