Proposal Best Practices Backed by Data from Millions of Proposals
Proposal best practices to level-up your closes
Your business proposal can be one of the most valuable assets to help you get deals over the line. But even at this late stage in the sales cycle, you’re probably not the only one competing for your prospect’s business. If you want to stand out in a crowded business deal, your proposal needs to shine. These data-backed proposal best practices will help take yours from average to ace.
1. Keep it short
In the race to win more business, it can be easy to get carried away. Prospects don’t want to comb through pages and pages of “About Us” and bios. The average winning proposal has only 7 sections spread across 11 pages.
2. Less is more
When it comes to the content of your proposal, less is more. Stick to plain language and simpler terms that convey your message accurately.
3. Be consistent
Whether revising a proposal or firing off multiple ones, consistency is key. Proposal templates can help ensure all your sales documents look the same and include pre-approved content.
4. Speed matters
The longer you wait to get a proposal to your prospect, the less likely that deal is to close. Proposals that get to clients faster, close faster.
5. Don’t skip pricing
Nearly 98% of proposals contain pricing information. Use the term "your investment" instead of "fees" or "cost" to reinforce value.
6. Include images
Images can increase your close rate by up to 26%. They add visual appeal and help illustrate key points.
7. Use eSignatures
Electronic signatures dramatically increase deal conversion rates, making the proposal process much faster and more secure.
8. Think carefully when discounting
Discounting has its pros and cons. Heavy discounting can undermine your brand's value, so use it carefully.
9. Follow up
Most deals don’t close by themselves. A well-timed follow-up is crucial for keeping the momentum going.
Final thoughts
With the pace of today’s business, if your proposal practice doesn’t deliver promptly, you will lose deals to competitors who can.