"The purpose of information is not knowledge; it's being able to take the right action." - Peter Drucker
With all the valuable insights gained from your conversation, it's now time to leverage the information and send a proposal that not only grabs attention, but builds deal momentum.
Developing your problem statement
You've discussed your prospect’s specific challenges and use case applications in the discovery process; failing to address them in a marketing (or sales) proposal is a mistake that often results in lost business. Writing a problem statement allows you to break down the problem in a holistic summary and set the stage for how your solution meets your client's challenges.
Visualizing solution impact
While it’s true humans make decisions primarily based on emotions, it’s also true that we use logic to justify our actions to ourselves and to others. You've gathered information about current processes and the business impact; now provide visual and tangible evidence of why purchasing your software makes good business sense. An interactive ROI calculator in your proposal does exactly that.
What an ROI calculator looks like in your proposal:
(time savings shown; financial percentage, resources, sunk costs, and create your own ROI calculators are also possible)
Add an ROI calculator to your proposals
Presenting pricing
Price is always a sensitive topic. Hopefully, in your discovery call, you gained a sense of the prospect's budget. Rather than presenting a static price, using an interactive pricing table allows you to show the prospect several options and allow them to choose the solution that best fits their needs. Sometimes, their choices will reflect the budget amount they quoted; but other times, when they see what's possible, they may be able to find additional budget money, increasing your sale.
An example of configurable pricing:
(try it...it works!)
Add configurable pricing to your proposal