Sales Proposal Template:
Note this is best suited to SwiftCloud's "Envelope" system; each of the docs below can be a boilerplate doc you can re-use many times, then easily customize just what's needed for that specific client.
SALES PROPOSAL TEMPLATE in 5 Steps
First, here's the short & sweet overview. A slightly more detailed version of the same outline is below.
- The Opportunity, or Problem to be solved
- The Solution - how you can help them.
- Project Goals & Deliverables - what are the outcomes you plan to achieve? What precisely is the client going to get? How will it be delivered or installed?
- Time & Money - are they paying all up front? Monthly payments? On Delivery? How long will the project take?
- The Contract, with e-SIgnature & commitment (payment)
We recommend creating each of these as a single doc, then combining them into an Envelope, in the following structure:
Sales Proposal Template in Medium Detail:
- Cover Sheet: Prepare for whom, from whom, with a nice image to set the tone
- About the company, which really means Create Trust. Further reading. Company accreditations, trust logos, video of smiling employees... help us trust you.
- The Opportunity - what they stand to gain - or the problem they can solve. Next, pour some lemon juice on this wound and make the problem worse, and/or demonstrate the cost of doing nothing, point out how competitors are doing this already. If it's a problem, how is this even worse than expected at first glance?
- Project Goals
- Future-cast: How will life, profits, health, etc be better after these benefits are achieved? This is all about benefits.
- Deliverables: Features here... what are they getting? X hours by Y consultants? 30,000 widgets, delivered to their doorstep? When will they get them?
- Doing Nothing: What's the cost if they ignore this proposal? What are the alternatives? If they build this in-house, why will that be more expense or time than choosing you? Why is choosing this, now, with you, the path of least resistance?
- Change is Hard - Make it Easy: Ease of use, ease of implementation, the training you provide. Also, head off some common objections here, and sweeten the pot with a few bonuses aligned with the benefits i.e. setup assistance, exceptions you're making to company policy, better SAAS level-bump...
- Invoice, shown as Proposal - SwiftCloud's invoice can of course go into an Envelope....
- Sales Contract with e-Signature
- What's next. It's game on now, what should the user expect? Reassure them what steps will happen, and ask for referrals. Most probably won't yet give them, but this is a "trial close", and a % will be excited & confident to refer you, while most will wait til they get some deliverable results.
Want More? Here's our very well honed recipe that has generated literally 30Mil+ in Sales
21 Step Sales Presentation & Proposal Outline
Tip: This makes a smooth flow from sales presentation into closing
- Call out to your audience // step into the conversation in their head. Sometimes this gets clipped out because it’s implied in the headlines below.
- Get their attention // I love cold hard “I didn’t know that + this guy/gal’s an expert” facts, cited. Spells expertise while making ’em listen up.
- Backup the big promise headline with an quick explanation (SUB) // benefits, not features here…. like a subheadline.
- Identify the problem // We’re going to make their headache worse, then sell ’em aspirin. Call out the problem we’re about to solve.
- Provide the solution // Let them know you have aspirin for their headache. Note this is “repulsion marketing” i.e. getting away from something (i.e. cattle prod) (going to the gym because one is getting fat vs. “attraction motivation” which is seeking an outcome, i.e. getting six-pack-abs).
- Show pain of and cost of development // how much work it is if you do this yourself…
- Explain ease-of-use // how your product solves this quickly and easily
- Show Speed to Results // people want instant gratification!
- Future Cast // “imagine how much better life will be after you’ve solved problem X”. This is “attraction marketing” (i.e. carrot on a stick) – selling the dream, making the possible outcome glossy, beautiful.
- Show your Credentials // help them trust you. Why are you the expert?
- Detail the Benefits // polish the gloss…
- Get Social Proof // Others, like them in the audience, have already bought and are happy. Testimonials.
- Make your Offer // Talk turkey here, but don’t yet show the price – what, exactly, will they get if they buy this kit / hire you / buy X from you? And selling on implication, what does that mean?
- Add Bonuses // Someone was on the fence before, simply because of mental adjustment. They want the benefits, or they wouldn’t be on the webinar. Now you’re making it that much more irresistable.
- Build up your Value // Personally, I like to re-sell life after you own this again, and pour a bit more lemon juice on their pain point i.e. the problem we’re solving is actually worse, because it’s eating your time and money.. it’s almost always a time or money issue being solved but could be health, comfort, etc.
- Reveal your Price // Tip: Using our Video Marketing Plugin (recorded webinar tool), you can popup a buy-now button OR a lead-capture / info-capture form right over the webinar itself. For you internet marketers, that button can even be click-bankable or contain affiliate tracking (i.e. do to JV webinars).
- Inject Scarcity (if any) // limited number? Price going up soon? Mercury going into retrograde? If there’s a reason they should buy now, tell us here.
- Guarantee / Risk Removal // Reassure us this is going to work, and that if it doesn’t, they can get their money back (if you offer that).
- Call To Action (“CTA”) // I always have a few calls-to-action but that’s a bit clubbing them over the head… a sophisticated audience you can be more soft-sell with.
- Give a Warning // What will happen if they do nothing? Personally, I hate fear-of-loss, usually it’s insulting to the viewer’s intelligence – so rather than try to make the viewer believe I’m suddenly going to stop wanting money, I point out what will happen to _their_ business if they don’t take action – just another form of future-casting.
- Close with a Reminder // I think this is another push on benefits, another drop of lemon juice to amplify pain. Sometimes it takes work to get people off their current momentum – so if it seems a bit heavy handed for you, test it.