Changing your buyer’s mindset can be very powerful.
And, if you think a proposal is “just a formality” and isn’t an opportunity for the buyer to be swayed towards or away from working with you, you could be missing out on a major chance to grow your sales.
So, let’s talk about how to frame your proposals in such a way that leads to greater results!
1. Align Objectives
Look, I know how tempting it is to list off your features and benefits, but you always want the proposal to align well with the objectives that are important to the client. You don’t want to include more than the buyer needs or has asked for just on the premise of “demonstrating value.” In fact, they’ll probably wonder if they’re paying for too much and question whether you’re the right fit.
Now, let’s take this a step further.
Your proposal should use the same language and wording that your client uses and is comfortable with. You always want to be sure that the information you’re presenting to the client is clear and demonstrates value that the buyer can understand!
2. Offer More than One Solution
While I’ve found the “magic” number to be three, whether you offer two, or four solutions doesn’t matter as much as ensuring you’re offering more than one.
When you provide more than one option in how the buyer can work with you, it creates a subtle but extremely powerful mindset shift.
Notably, the buyer goes from asking “if” they should work with you, to asking “how” they should work with you.
This powerful shift in mindset changes the buyer’s behavior and brings them closer to working with you.
It’s not enough to slap random information into a document, top it off with a fee and cross your fingers.
Be strategic with your proposals, follow the format above, and win more deals.
