Answer these questions sincerely: how many times have you find yourself online searching the way to improve your proposals to make more money? And how many others have you tried to find a good way to move onto a solution like Quoters to create online proposals? How many proposal myths are you following and you do not notice?
You’ll have found lots of websites of supposed experts that are giving you advice and recommendations on what you have to do to create the best of the proposals to sell better and to sell more.
However, most of that advice and recommendations are difficult, if not impossible, to implement. Or are out of date. Or are irrelevant. Or, even, are not related to business documents. So, you have to review carefully all what you read and apply only to your writing process all what really matters.
So, on this post we will try to show you some proposal myths that affect your writing and the reasons you must abandon them. And, no, this is not a post about weddings, but some engagement might be involved.
Proposal myth #1: your clients read all the proposal.
Ehm, well, no. You can’t write a proposal if you really believe that. Almost nobody reads every single word on your documents. Unless your lead is working on operations and what you send is a contract, most of your customers won’t be using their precious time to read everything on it.
Do you actually read every single document you receive? We are sure that you don’t. Of course, some documents are more important than others, but we tend to prioritize depending on our time management and our workload.
Also, you have to take into account that your proposal will be compared to others, so it won’t be read and that’s it, but it will be dissected and reviewed not only on your words but also others’.
So, just a concept: diagonal reading. You have to write for diagonal readers and you can use some techniques as the 10 second rule.
Proposal myth #2: It’s just a proposal.
One of the main mistakes of any business is believing a proposal is only a piece of paper to present services or products to customers. But it’s far beyond thatn.
Creating a proposal means writing, design and strategy. You must stick all that together to generate a real and unique informational system for your customers.
That said, your sales documents have to show your business spirit, your soul. The words you use, the imagery, links, other businesses logos, videos or infographics have to show all you want to tell your customers and how that proposal fulfills the needs that they briefed you.
Do you need some examples? Take a look at our template area. They are specially created not for you, but for your customers, to show what you have done, what you do and what you will be doing for them.
Proposal myth #3: You have to be an expert to create proposals.
This is related to the above mentioned myth.
A business proposal needs to show the value you will adding to the project. You need to engage with your customers and persuade them; remember: they may not be as tech savvy as you, so try not to use many technical jargon as this will this will make your documents difficult to understand.
Related post: Improve your proposal readability using this tips.
That said, experts are cool for really technical proposals or executive summaries for those occasions when you need to show all your muscle.
However, you need to find the perfect balance: show your skills and still being easy to understand. So, find a way for sales and production to collaborate on creating the best sales document for your business. You’ll see how your customers will be happy.
Proposal myth #4: Being descriptive on the solution.
The solution you will provide to your customers needs is one of the key parts of any sales document. And we think of two key parts: the solution and the quotation.
But, you have to take into account that your solution can be descriptive but not only that: you must show how profitable it is, how your customer will leverage of it. You need to create an empathetic connection with the one who will be reading it.
So, instead of just being descriptive, which is ok, show to your customer also the benefits of the solution you are proposing.
Proposal myth #5: Focus on your customer only.
This is one of the most common mistakes. Yes, you have to focus on your customers and how you will be working with them. But if you only focus on them, you will be losing the opportunity to show your work. So, if your customers will focus on you, show them what you have done.
We said that on point #3: show your skills, show them that you are the best for them, the one who will be solving all their issues.
You can do so adding some testimonials on your proposal; these success stories seem to be focusing on a 3rd party, but they actually focus on you. But, be careful: show the ones that are relevant to your customer.
How many of these proposal myths have you been thinking while writing proposals?