How to create fast, impressive proposals that sell
Writing proposals are a necessary evil of selling digital services. even when we win projects, our proposals often fail us. Fortunately there is a better way.
This post is sponsored by Qwilr.
I spend a lot of time thinking about proposals. Not just because I have to write them myself. But because I work with clients to create them. There are the agencies I mentor and the internal teams who have to put together business cases for management.
Proposal writing doesn’t need to be as onerous as we make it.
After years of tweaking and refining. I finally feel confident that proposal writing doesn’t need to be as onerous as we make it.
Why proposal writing feels so onerous
Let’s be honest. Writing proposals suck. It takes far too much of our time. Time that is not chargeable. Time we could spend building stuff.
If we are not writing our carefully crafted content, we are digging through old proposals trying to find copy to reuse. Copy, paste, edit. Copy, paste, edit.
Then of course we have to make them look good. That means moving our copy across into a package like InDesign to add styling and imagery.
After all that, a good number of our proposals get rejected. Or even worse, you just don’t hear back from the client. Have they even looked at it?
Even if we win the work, we then need to turn our proposals into a contract and get it signed off by the client.
There has to be a better way!
The dream proposal process
Of course in an ideal world we wouldn’t have to write proposals at all. But that isn’t going to happen. However, things could be a lot better than they are. For me a dream proposal process looks something like this.
- I can assemble the rough edit of a proposal from chunks of content I have written before. All without searching old proposals and pasting content.
- I can quickly customise that content to suit the specifics of the project.
- The final result looks stunning without lots of work messing around in a design package. Design packages better suited to the needs of a professional design project than a simple proposal.
- The final result is so compelling clients are less inclined to look elsewhere for competitive quotes.
- I know if the client has read my proposal, allowing me to manage the follow up process better.
- The proposal can also act as the contract, making the approval process as easy as possible.
Is that so much to ask! You may think so. But I think we can get a hell of a lot closer than we are.
Making the dream a reality
A big part of making the dream a reality is to use the right tool for the job. We need to stop using Word and InDesign. These tools are not made for proposal writing.
Use the right tool for the job
Luckily there is a new generation of proposal writing software that is much better suited to the job. I use Qwilr, but there are similar apps out there. These apps have many features that makes the dream much closer to a reality.
For a start they all allow you to reuse content. Instead of digging through old proposals you have a library of reusable content that you can just drop in with a click of a button. You can then tailor that content to the specific proposal.
Second, these apps put your proposal online (with an associated PDF download). This means that they can track when a user opens the proposal and which parts they look at. No more guessing when a good time to follow up is. No more wondering if the client has even bothered reading your proposal. And best of all, you can see which parts of a proposal has caught their interest.
Third, these tools also allow clients to sign off on the proposal turning them into contracts. That saves a load of hassle. But be careful, you can still waste a lot of time tweaking the proposal to meet the clients specific needs.
That is one area where I am loving Qwilr. They allow you to add optional items allowing the client to customise the proposal themselves. They select the items they want and then sign off right there online.
Finally these tools let you create professional looking proposals. This is another area where Qwilr is head and shoulders above the competition. Their proposals are mini-websites that looks stunning. You can also add video and even iframe content. You can’t do that in a printed document!
Make your proposal proportion to the brief
But it is not all about the tool. We often make proposals far more verbose than they need to be. Blair Enns suggests that a proposal should never be more than a single page. I think that is a bit ambitious. But I agree with the sentiment. Write as little as possible. Don’t waste time on a document that many will only skim read (I have seen the analytics, they do only skim read).
Many of our proposals are too verbose. Make the proposal proportional to the brief you receive.
I suggest making the length of your proposal proportional to the brief you receive. If you receive a short email brief, respond in kind. If the brief is more detailed, then so should your proposal be.
Always offer three options
One last thing I would suggest is Many of our proposals are too verbose. Make the proposal proportional to the brief you receive.. Again, this is something that Blair Enns suggests. This is valuable for a couple of reasons.
We only know the value of something by comparing it to something else. If you offer three options people can compare those options to each other. But if you only have one option they have to look elsewhere to judge its value. This is where you will get sucked into a competitive tendering process.
Offer clients three options. This will help frame the value of your offering without them turning to the competition.
So to discourage comparing you to your competition, offer three options. Have a budget option, an expensive option and one that is perfectly pitched in the middle. You may never sell the cheap or expensive options. But they will make the middle one look like great value!
So there is my advice for writing better proposals. But as I said at the start of this post, I am always on the lookout for new tools and techniques. With that in mind I would love to hear how you approach your proposals. The comments are open below.
Screen shots provided by Placeit.net
Originally published at boagworld.com on May 24, 2016.