How to Create a Proposal

What is and why do you need a proposal?  The successful salesperson will have spent a lot of time and trouble putting a proposal together.  The information learned can be used to build a professional looking proposal.

There are a few main reasons why a proposal is an important tool for your sales toolbox:

• You want to confirm everything that has been discussed thus far
• You want to outline the terms and conditions of the future business actions

There are 4 main factors to remember while writing your proposal:

• Keep it clean, clear and to the point
• It is a sales document
• Always try to present the proposal in person
• No surprises - Don't add anything that has not been discussed

The meat of your proposal should include:

1. An Executive Summary - This is the section that should summarize the document, in a clear, crisp and to the point method
2. Your own understanding of requirements and your recommendations - Stick to what you have discussed already.  This is where the "no surprises" comes into play
3. Describe your recommendations - What is it that you are suggesting, keeping this section to a minimum
4. The benefits to them - Let them see how good it will be for them.  Take your time here so they can see and fully understand why this will be good for them
5. The investment - Allow the client time to read and understand this part of the proposal.  Verify afterwards the numbers and their understanding to confirm you are still on the same page

• Why you are the best choice - This is the section of the proposal where you get to sell yourself!!  You get to tell the client why you would the best choice to provide or perfom the service
• Client list and testimonials - This is to show that you have a proven track record.  Sell yourself again!!
• Terms and Conditions - This section is important for the client to know and to read after you have left. 
• Appendix - Add any extra items or brochures that will help you to close this deal

As mentioned above, a good and professional looking proposal will leave a big impact on a potential client.  Making sure you have covered all the aspects of the proposal.  You want to leave the prospect with very few questions at the end of it all.

How much work, time and effort you put into your proposal will show the prospect that you are willing to work hard for them and their company!