How to Write a Sales Proposal

Whether you are trying to land a new client or sell an idea to a current and just as important one, your sales proposal can make or break the deal. Your sales proposal needs to be clear, concise, and most importantly it needs to be very persuasive. It could be your one shot with the client, so make sure you are well-versed in what the client wants and be prepared to convince him that your organization is the best one to provide it to him. Once you have studied your potential client’s needs and brainstormed a great way to supply it, you can begin writing a winning sales proposal. Read on to learn more about how to write a sales proposal.

Instructions

1. Create an outline of your proposal that you can go by as you create it. After you have an outline, prepare a rough draft. You will probably write several drafts before you have your completed proposal.

2. Prepare an introduction to your proposal. Whatever you do, don't grovel or profusely thank the prospective client for the opportunity. This can cause the client to think you are inexperienced and unprofessional. On the other side of the same coin, don't come across as arrogant. Simply state some brief facts about your organization including a little history, and sum up what you are about to propose.

3. Educate your prospective client. Although the client may be--and most likely is--well aware of what she needs for her business. However, you are the expert at what the client needs, and therefore best suited to demonstrate the full scope of what you can provide and how she will benefit from it. This shows that you understand your client as well.

4. Show your methods for providing whatever it is your potential client needs. You can do this through a combination of charts and slides, or simply within your document. Talk about product characteristics and performance, include a timeline from start to completion. You might even add information on product testing and focus groups, if this is applicable. Don't forget to incorporate terms and conditions, as well.

5. If the prospective client has sent you a Request for Proposal, read it carefully. Most RFPs include guidelines regarding submitting your sales proposal. Follow these instructions to a tee, or your proposal might end up in the old "circular file."

6. Show the client how he will benefit by employing you to do the job. Finish by recapping what you have told him, and add a potential starting date. Never say that you can start "immediately," as it may seem as though you have no other work. And even if that's the case, you want to maintain your appearance of experience and professionalism.

Tips & Warnings

• Graphics and colorful charts are eye-catching and help keep a client interested.

• Include a cover letter.

• Deliver the proposal personally, if possible.

Resources

• Read this Article in Spanish
• Sales proposal practice guide