The Value of Your Proposals to Your Clients
Why do customers ask us for a proposal when the recommendations we have made in person so obviously make sense? Because the proposal has value for them. For example, a good proposal can help the decision maker to:
Compare vendors, offers, or prices so he or she can make an informed decision
Clarify complex information
Make the buying process more “objective”
Slow down the sales process
Solicit creative ideas, become educated, or get free consulting
Comparing vendors, offers, or prices. Are you the only vendor this prospect is talking to? It’s possible you are being asked for a proposal so that your recommendations, pricing, and evidence can be compared to a competitor’s.
Buying products or services can ...
Get Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
