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Every home business owner loves landing a new client. Whether it is your first or your 50th, it is still a rush. You can do this! Between the search and the signature lies Death Valley for many however – the proposal.
The inability to write a business proposal that is effective and enticing is what keeps many could-be successful freelancers on the sidelines. Getting a client callback takes more than an “I’m available and willing to work” response to a request. There is hope. Follow these five steps and you may find yourself turning away work in no time.
1. Reiterate the Problem. The request you are responding to likely included the issue your potential client is trying to resolve. Repeat this back to them – using the language they used – in the beginning of your response. This will show that you understand the situation and you have a solution. This is the first step to building trust and will keep them reading.
2. Serve Up the Solution. Now that you have their attention, the second part of your proposal should recommend a solution to the problem. Again, use the language your potential client used in their request. Do not attempt to impress them by using terminology they may not understand. Speak their language. Don’t dumb it down or go over their head.
3. Go Big with Benefits. Let them know what benefits they will gain by using your solution. Are they going to save money or time? Will they be able to offer a better customer experience?
4. Price to Sell. Both you and the other party should have a good idea at this point in the proposal the value you can bring to the table. Tell them what that solution is worth. Do not talk yourself out of the sale. The worst thing you can do here is start acting apologetic of your fees. You know your worth and what you can do for your clients. Sit up and be confident when delivering your rates.
5. Close the Deal. Get straight to the point and let your potential client know what the next step is to get started. If you are using a service like QuoteRoller, your client may simply need to go online and accept your proposal to move forward with your working relationship.
When complete, 50-80% of your proposal should be unique and tailored to the request. Form letters fail when it comes to landing clients. Show them upfront that you understand their business and problem and you are the solution they seek.
What proposal writing tips can you add?
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Angie Nelson
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Excellent tips. One of the biggest problems most people have with writing business proposals is that they tend to focus too much on their credentials and qualifications and not enough on their desire to meet the client’s needs. Obviously it’s important to showcase your talents, but a proposal that sounds more like a back-patting session than an offer to solve the client’s problem will probably be tossed aside. My advice would be not to have a generic proposal that you use for every potential project. It’s worth the extra time to create a unique proposal that shows you understand the particulars of the job at hand.