7 Killer Steps to Creating a Kick-Ass Sales Proposal

by Kelley Robertson

 July 12, 2012
As I was doing some research I came across this article. There is some very good info in it so I hope you enjoy this as much as I did.  It gave me some great ideas.
Here are 7 things you can do to create a kick-ass proposal that will stand out from your competition.
1. Make the first page count
The majority of sales proposals I read start with the seller talking about his or her company. They usually open with details such as how long the company has been in business, who their clients are, what awards they have won, how innovative they are, etc.
But, your prospects don’t care about this. They really don’t.
What they want to know is, “How can this person help me solve a problem?”
Address that question by putting the following three pieces of information on your first page;
1. A brief summary of the prospect’s situation
2. The key objectives your prospect wants to achieve
3. The value in meeting those objectives.
The reason you want to place all of this information on the first page is to capture your prospect’s attention. And the reason it is effective is because it is all about them. Not you!
This approach demonstrates that you have an accurate understanding of their situation, what they want to accomplish and how that will affect their business.
2. Use headings
Your prospects are busy people, just like you are. Make it easy for them to find specific information by using headings throughout the proposal.
For example, I use a heading for each of the three points on the first page (Situation Summary, Key Objectives, Value) and heading for the remaining items such as Solution, ROI, Guarantee, Investment, etc.
Headings alsobreak up the page and make your proposal easier to read just like a good article or blog post.
3. Include testimonials or endorsements
Ever watch an infomercial? Notice how they make liberal use of endorsements and testimonials? You can do the same thing in your proposals. You can sprinkle them throughout and include them in each section other than on the first page (you don’t want anything to distract your prospect from reading the first page).
Be careful not to get carried away, though.
Testimonials should reinforce key points, not take over your proposal.
4. Address the risk factor
Most new prospects will have some hesitation about moving forward with your solution, especially if you are unknown to them. Be proactive and address the potential risk by outlining how you will reduce their risk. I usually do this by offering a guarantee on the services I am offering.
You can do the same.
Perhaps a trial offer, money-back guarantee, or some other offer that will help your mitigate any risk issues your prospect might be dealing with.
5. Keep it brief
One mistake that many people make is including too much information in their sales proposals. When I acquired my first client more than a decade ago, I asked her what factors influenced her decision and she said, “Your proposal was short and easy to read and it addressed everything I was looking for.”
Apparently, one sales training company sent her a 24 page proposal. Twenty-four pages! Who has time to read that?
I strongly suggest that your proposals don’t exceed three or four pages. You can pack a lot of information onto four pages; the key is to include ONLY necessary relevant information.
6. Conclude with a specific call to action
The worst way to finish a proposal is to say something like, “If you have any questions give me a call.”
I used to do this and my re-connection ratio was brutal. Now I get agreement on the next steps BEFORE I send a proposal and my ability to re-connect with prospects is almost 100 percent. Here is what I say in the last line of my proposals,
“Mike, as discussed I will call you next Tuesday morning at 10:15 AM to review this proposal and to discuss the next steps.”
7. Use a P.S.
Research has shown that most people will read a P.S. in a sales letter. I typically use a testimonial here and I try to use one that relates to the prospect’s company, industry or goals they want to accomplish.
By the way, you can also use these steps when a prospect says, “Send me information.” Rather than sending them a marketing brochure or product catalogue, create a kick-ass sales proposal.
A well-crafted sales proposal will not only help you stand out from the competition; it will also help you close more business, capture more sales and make more money.

Hope this article helps you with your sales proposal. I really enjoyed the article enough I wanted to share.



23 comments on “7 Killer Steps to Creating a Kick-Ass Sales Proposal

  1. Hey there. I want to to inquire something…is this a wordpress weblog as we are thinking about shifting more than to WP. Also did you make this theme on your personal? Thanks. 608768

  2. I was curious if you ever thought of changing the layout of your website? Its very well written; I love what youve got to say. But maybe you could a little more in the way of content so people could connect with it better. Youve got an awful lot of text for only having 1 or 2 pictures. Maybe you could space it out better?

  3. What you said made a lot of sense. But, think about this, what if you added a little content? I mean, I dont want to tell you how to run your blog, but what if you added something to maybe get peoples attention? Just like a video or a picture or two to get people excited about what youve got to say. In my opinion, it would make your blog come to life a little bit.

  4. I¡¯m still learning from you, while I¡¯m trying to reach my goals. I absolutely liked reading all that is written on your blog.Keep the stories coming. I liked it!

  5. I really delighted to find this internet site on bing, just what I was searching for : D too saved to fav. 273663

  6. bless you with regard to the particular blog post ive really been searching regarding this kind of information on the web for sum time right now as a result cheers 554100

  7. Good read, I just passed this onto a colleague who was performing slightly research on that. And he just bought me lunch since I identified it for him smile So let me rephrase that: Thank you for lunch! 706387

  8. Nicely picked details, a lot of thanks towards the author. It is incomprehensive in my experience at present, even so in common, the convenience and importance is mind-boggling. Regards and all of the very best .. 84532

  9. I like this blog its a master peace ! Glad I detected this on google . 488454

  10. I used to be recommended this blog through my cousin. I am now not sure whether this publish is written by means of him as nobody else realize such distinctive approximately my problem. You’re incredible! Thanks!

  11. This really is the proper weblog for anybody who hopes to learn about this subject. You know a complete lot its almost tough to argue along (not that I in fact would wantHaHa). You surely put a complete new spin for a subject thats been written about for years. Wonderful stuff, just amazing! 954906

  12. There is noticeably a bundle to learn about this. I assume you produced positive excellent points in capabilities also. 260997

  13. You produced some decent points there. I looked on the internet for that concern and located most individuals will go together with with the internet site. 98664

  14. I will appropriate away grasp your rss as I can not in obtaining your e-mail subscription hyperlink or e-newsletter service. Do youve any? Kindly permit me realize so that I could subscribe. Thanks. 459692

  15. Deference to internet site author , some wonderful entropy. 989844

  16. Rattling nice design and great written content , practically nothing else we want : D.

  17. I enjoy your writing type, do maintain on writing! Ill be back! 745735

  18. Yeah bookmaking this wasnt a bad decision great post! . 566778

  19. Real wonderful information can be found on web blog . 143922

  20. I simply want to tell you that I am all new to blogs and definitely savored your web site. Probably I’m likely to bookmark your website . You absolutely have excellent articles and reviews. Thanks a lot for revealing your blog site.

  21. i like this subject and it will help me a lot with my homework. thanks for helping.http://www.ecadastro.com.br

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )


Connecting to %s


the place for all things on the road!

My IDLife Journey

Designing My Life on My Terms

ThatInterviewGuy's Weblog

Just another WordPress.com weblog

Weighless360's Blog

I am losing half of me. Join me on my journey. It will be quite entertaining!


Just another WordPress.com site

Circle B Ranch

Fresh From the Ozarks...

Visions of Italy - Tuscany destination guides, Tuscany attractions

Images and text are Copyrighted by Vacations-Abroad.com


Just another WordPress.com site

Fix and Flippers

Private Loan Funding & Off Market Assets

My Why is Your Why

Find Your "WHY"

Eye Pieces

"Who isn't afraid of extra attention"


Independent Consultant, Rodan and Fields Dermatologists

It Is A Social World

Integrating Social Media Into Your Business

Transition Marketing Services

Our Place For Discussing Small Business Marketing & Branding

WINNING IDEAS - Tien Wong's Blog

On Leadership and Hypergrowth in the Entrepreneurial Economy

Freshly Pressed: Editors' Picks

Great reads from across WordPress.com, updated daily.

Alkadalal's Weblog

It is all about Internet Marketing and Social Networking.

%d bloggers like this: