6 Ways to Improve your Software Proposal
So after you spent hours walking through your software and reviewing every pricing and licensing option possible, your prospect says, “Send me a proposal.” It’s obvious that they want more than a quote. Now is your time to seal the deal with a professional proposal that proves that you should win their business.
Here are 6 things you can do to create a well-crafted proposal that will stand out from your competition.
1. Grab Their Attention Right from the StartHave you been listening to your prospect’s specific needs and requirements? If the answer is yes, prove it on the first page by outlining their unique challenges and how your software will solve them. The majority of sales proposals start with the vendor company overview, which includes company size, accomplishments, years in business, customers, etc. While this format may be the standard, wouldn’t it be nice to stand out from your competitors? Below are a few tricks to keep your proposal on the top of the pile.
Address that question by putting the following three pieces of information on your first page:
- Remember, the goal is to capture your prospect’s attention, so the first page must speak to their details, not yours. Using this strategy in your proposals also ensure that you listen to them and understand their situation, which will benefit you throughout the sales process.A brief summary of the prospect’s current situation and objectives
- The value in meeting those objectives
- How your software will assist in meeting those objectives
My proposals always contain the following headings: Corporate Background, Situation Summary, Key Objectives, Value and heading for the remaining items such as Solution, ROI, Guarantee, Licensing Options, and of course Pricing Options.
Overall, headings just make your proposal easier to read for your prospect and your prospect’s decision making team.
3. Include customer success stories
Include a section that describes a successful implementation by an organization in the same industry as your prospect. It is recommended to place the customer success stories toward the end of your proposal to seal the deal.
4. Tackle the risk factor
There’s typically some risk associated with purchasing your product. Don’t shy away from the issues, address them in your proposal. For example, if you provide a SaaS (cloud-based) solution, give details about your corporate policies for data backups, redundancy, SLA’s, etc. Include information about a trial offer, guarantees or anything else that will mitigate the risk and calm their fears.Let the prospect know that your goal is to convert them to a customer reference for you and your software.
5. Keep it brief
