Creating a Proposal that Sells [4 Must-Do’s]
The elusive “proposal.” It’s a top of mind topic for many designers, consultants and entrepreneurs. Once you get in the door, you certainly don’t want to drop the ball with a less-than-stellar proposal.
Over the years, we’ve experimented with proposal types and have learned a few lessons based on on-boarding new clients. We’ve been able to evaluate our sales brought in with different prototypes and here’s what we’ve found to work:
- Don’t skimp on design. This seems obvious, but it’s worth mentioning. There are a lot of proposal templates out there that are dull and do not engage a potential client. If your a designer, your proposal better look good. It’s an example of what you can will do for a client! If you’re not a designer, it’s likely worth hiring one to create an engaging template. Make sure to blend text with imagery so you don’t get stuck in one zone or the other. They’re both important. Having an intentional proposal design will allow your client to know you care, far before you’re paid.
- Talk about the client. It’s really easy to want to sell yourself and do so aggressively. You want to discuss all of your accolades and awards to try validate your business. Don’t fall into this trap! Instead, review how you/your service can help them. Continue to go back to their goals and pain points. Showcase how you’re able to help them achieve their aspirations and alleviate their stress. It’s not about you; it’s about them.
- Include an action item. Your proposal can’t sell anything if your new client isn’t able to follow through and say, “yes.” There are many interactive proposal services that the client can immediately sign. Check those out. If you want something simpler, make sure the final page discusses next steps and contact information. You don’t want anyone searching around when they’re ready to move forward.
- Make it easy to engage. Of course, you want someone to say yes immediately. However, a 100% sign-off rate is hard to come by. Make sure a potential client can easily follow you on social media, sign up for your newsletter, or keep in touch in your own unique marketing way. If they aren’t ready to sign on yet, your consistent marketing efforts can help win them over. You never know who may recommend your services!
We’ve loved tweaking our proposals over the years. Over time, you start to realize what you need and what you don’t. Editing becomes a main focus and you’re better able to streamline your sales pitch over time. What’s worked for you? We’d love to exchange tips.
Soul Graphics is passionate about helping other businesses succeed. If you need a proposal template, let’s talk!
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