Sales proposals: Are you getting yours accepted?

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I’m sure at one time of another we’ve all been asked to submit a proposal, so we burn the midnight oil, get our best creative hats on, and document our best ideas to give to our prospective clients. Some of which then inevitably use the proposal to beat us down in price, make us work twice as long for half as much, or worse still, they steal our ideas, and leverage what we share against our competitors.

Some simply are happy having obtained your ideas on paper, refuse to accept your follow up calls or even speak to you.

Sound familiar? has that ever happened to you or someone you know?

(They’ve got what they wanted, and that’s exactly the purpose of “getting you in” as far as they are concerned. )

Believe me, it does happen.

In fact, on the odd occasion that you submit a proposal and don’t win the business, do you make it a habit to ask prospective clients why you didnt win the business, and why your proposal wasn’t accepted?

Ask yourself the same questions to see if you can identify why you’re not getting as many of your sales proposals accepted.

In your proposals…

Do you remind the prospect of your understanding of what it is they want to achieve?

Do you outline how much the problem they have, is costing them?

Do you list the milestones and KPIs by which to measure the success of the project?

Do you explain what can be expected after you’ve done the job?

Do you explain and quantify the value you offer?

Do you remind your prospects of the cost in not acting?

Do you explain the methodology and process to be used without giving away your secrets?

Do your proposals cover expenses?

Do your proposals address accountability issues on both sides?

How do reverse the risk, and do you offer a pilot before the full roll out?

Do you ask for payment upfront? Part payment or payment upon completion?

Do you timebound your proposals and send them recorded/special delivery?

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How to get more Sales Proposals Accepted

I’m sure at one time of another we’ve all been asked to submit a proposal, so we burn the midnight oil, get our best creative hats on, and document our best ideas to give to our prospective clients. Some of which then inevitably use the proposal to beat us down in price, make us work twice as long for half as much, or worse still, they steal our ideas, and leverage what we share against our competitors.

Some simply are happy having obtained your ideas on paper, refuse to accept your follow up calls or even speak to you.

Sound familiar? has that ever happened to you or someone you know?

(They got what they wanted, and that’s exactly the purpose of “getting you in” as far as they are concerned. )

Believe me, it does happen.

In fact, on the odd occasion that you submit a proposal and don’t win the business, do you make it a habit to ask prospective clients why you didn’t win the business, and why your proposal wasn’t accepted?

Do you ask….

Which parts of the proposal they liked?
Which parts they didnt like?
What the real reason was that you didnt get awarded the business….
..and how you can improve your proposals in future?

Yesterday, I was working with a client, who has been getting frustrated by going to appointments, being asked to submit
their ideas in writing in proposals, and the majority of which, do not end up getting accepted.

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