Welcome to the August 15, 2010 edition of BPI News!
In this issue, we talk about using webinars to improve your proposal win rate.
As always, I look forward to your comments and thoughts.
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How to Increase Your Proposal Acceptance using
by Paul DiModica
“Half the world is composed of people who have something to say and can’t . . . and the other half who have nothing to say and keep on saying it.” Robert Frost
Using email often reduces the closing ratio of salespeople because when they send their proposals electronically to prospects, it often disappears into an invisible land where salespeople scramble to follow-up for confirmation and prospect feedback. Management and salespeople use email as a delivery method for proposals for a host of reasons including time restraints, convenience and prospects that reside at geographically distant locations.
Negotiating in person is always better, but when it is not financially or logistically feasible, instead of just emailing your proposal to your prospect, you should provide them a Webinar Proposal first. By using webinar proposal, you force your prospect to walk through your proposal page by page allowing you deal with sales objections as they happen, instead of invisibly by email.
When your proposal is ready, call your prospect and tell him that you would like to go over his proposal in detail. If they say, “just send it” and they will get back to you, respond “I appreciate that input, but my firm always presents the proposal by webinar first to make sure it meets your needs, and then we follow up with a written document.”
Webinar Proposal Guidelines
- Keep your webinar proposal to 10 slides or less.
- During the presentation, show high level information of your detailed proposal including your offering description, your reference slide, a high level operations slide, the investment slide, and the conclusion page of why they should buy.
- Do not show detailed technical or operational information during your webinar proposal. Instead, save that data for the follow-up email proposal.
- Write down the top ten sales objections you anticipate hearing during the webinar proposal presentation and prepare your answers.
- After you have finished the webinar proposal presentation, only then send your traditional email proposal.
Use this format, and you will close more deals by managing sales objections proactively as they arise, instead of reacting to follow-up email or phone calls.
- “Negotiation depends on the right communication.” Art Windell
“It takes more than just luck to grow your business”
President & CEO
BPI Strategy Group