How to Ace Your Proposals by Going Multiple Layers Deep
When creating a proposal, it's crucial to think about more than just the offer itself. You must consider the five Ws: who, what, when, where, and why. Considering all these factors will give your proposal some punch.
Asking the Right Questions, to the Right People, at the Right Time
As a salesperson, you've been asked to put together a proposal for a new client. The first step is to ask yourself questions: What does this client need? What objectives? What pain points? How can my product or service help solve them?
But that's not all. The next step is just as important: asking the right questions to the right people at the right time. For example, let's say you're working on a proposal for a potential new hire. In this case, you'll want to reach out to their references and ask questions about their work ethic, ability to meet deadlines, and ability to work well with others. By taking this extra step, you're getting first-hand information that will help you make your decision—and ultimately create a better proposal.
Let's take a closer look at each of the five Ws to ensure you cover all your bases when planning your upcoming proposal.
Who: Who is your intended audience? It's essential to think about whom you're writing the proposal for your intended audience. For example, if you're writing a proposal for a potential new client, you'll want to focus on why your company is the best option. On the opposite side, you'll need to focus on meeting their specific requirements.
What: What are you proposing? A proposal seems like a no-brainer, but it's vital to ensure that you clearly understand what you're offering before you start writing. Once you know what you want to present, you can start thinking about how to package it to appeal to your intended audience. Are you trying to extract value? Create value? Somewhat neutral? Do you know what is important to them? What’s important to you? The specifics around your proposal are paramount. Confused minds don’t buy or sell things.
When: When do they need it? Knowing when your audience needs the deliverables from your proposal is critical in determining whether or not your proposed timeline is realistic. If they need it sooner than you can realistically produce it, you must adjust your timeline or find a different solution. Time is a significant lever of power in any negotiation. If you can control the pace of play, you have an opportunity to shift power in your favor.
Where: Where will they use it? Depending on the nature of your proposal, where your audience will use it may or may not be relevant. However, if there are specific geographical considerations that need to be taken into account—for example, if they need to be able to access it from multiple locations—then this needs to be addressed in your proposal.
Why: Why do they need it? Of course, if there weren't a need for what you're proposing, then there wouldn't be any point in writing a proposal in the first place. However, it's vital to make sure that you clearly articulate the need for what you're proposing in your proposal so that everything is clear for your audience. After all, if they need help understanding why they need it, there's no way they'll approve your request.
The bottom line is this: when it comes to proposals, it's not just what you say that matters—it's also how you say it. By asking the right questions, of the right people, at the right time, you'll be able to put together better proposals that stand a greater chance of being accepted. So go forth and ace those proposals!