How do I write a business proposal to win over a new client?
I am starting a moving company and I want to know how to write a proposal to submit to a construction company to be their major contact for moving and cleaning any of their newly constructed estates.
Proposals are a necessary part of clarifying and obtaining good business. You should always lead with your best foot forward and be clear and comprehensive with your proposal.
Begin with eliminating surprises. The fundamental purpose of a proposal is to document your conversation and your solutions as well as their problems. In essence, you should already have an agreement on the issue, the resolution/solution to the issue, the cost, and the next steps before delivering the proposal. Every surprise you bury in your proposal increases the chance that there will be an objection which you could have resolved in advance. So be wise and eliminate all potential surprises before you present your proposal.
Objections raised after you have submitted the proposal can kill your deal because you may never learn of them or be given a chance to resolve them.
You will greatly increase the likelihood of eliminating surprises if you have built trust and demonstrated value by asking thought-provoking questions, listening intently, and showing genuine interest all along the way. But none of that will guarantee a sale.
Ask yourself the following questions when preparing your proposal.
Have you gotten clarity on their decision-making process and are you confident you have sufficiently involved the Decision-Maker and key Decision-Influencers?
Have you and the prospect agreed on an obstacle or issue that is important enough to them that they have acknowledged that they would invest additional funds to address it?
Is there a clear solution being offered that addresses the obstacle or issue — and have you discussed that solution in sufficient detail with the Decision-Maker and key Decision-Influencers to be certain they’re very interested in it?
Have you used the thinking behind the Marketing Strategy Model to incorporate a Strategy (why buy) and a Tactic (why now), as appropriate, and you have shared this with the prospect?
Have you discussed, in pretty specific terms, how much your proposed solution will cost, and are they open to investing that amount?
Have you discussed the time frame and does that timing work for them?
Are you clear on the response path the consumer will need to take and have your solution confirmed and will work?
Have you discussed expectations regarding the performance, volume, and channel of response? Have you discussed how this response will be tracked and is the prospect on board with all of this?
Does the prospect understand what their tasks and responsibilities will be in the implementation of this proposal and to derive ROI from it? “What gets measured gets managed.”
Does your proposal clearly ask for a decision about the solution, plan, or product you are recommending (as opposed to a decision about working with our company)?
Have you checked for typos and other errors, and to be certain you haven’t left out your name, the proposal date, and the expiration date? Are You Ready or Does Your Proposal Need More Work?
The more questions you are unable to answer with a Yes, the more likely your proposal will present surprises to the prospect and the less likely you’ll be getting the order.
Based on your answers are you ready to submit this proposal, or would you be better off to keep working on the proposal, together with the prospect, before you hand it over?
You can use this sample and send out a letter or e-mail to the construction company's decision maker:
Expression of Interest:
We like to think of our many clients as partners for whom our dedicated and highly-experienced team of moving and cleaning professionals that are always willing to go that extra mile. We recognize the critical role that moving plays in any construction project in maximizing our clients' efficiency and productivity.
With _ years of dedicated experience in the moving industry, we have developed the skills and knowledge to provide moving solutions for even the most complex projects. Our team has the confidence and know-how to take on any challenge.
Successful job completions are driven by close communication and cooperation between contractors and sub-contractors. We recognize the importance of these two factors and focus our attention on completing our part of the moving requirements on time and on a budget, without any excuses.
Our areas of expertise cover all aspects of moving, transportation and cleaning to meet the specific needs of the project. We have successfully undertaken moving contracts of all sizes and scope, and have proven that none are beyond the capabilities of our highly-skilled team.
We recognize the need to meet the tight schedules and high-quality demanded by our customers, but we never compromise on safety. All our employees are trained in practicing and maintaining the highest industry standards in safety and security. We have a strict zero-level tolerance for safety transgressions by our employees.
Our company is always searching to expand our client base and is interested in tendering or bidding directly on any current or future moving and cleaning projects that you may have. We can assure you that we will do everything we can to find the right solutions for your moving needs at a very competitive price.
For industry-related references and any other information please contact the undersigned.
People look for "solutions" - business proposals are a way of sharing your solution approach to a client - showcase them what they would most like to focus on price, timeline, guarantee about work, value added suggestion for the solution you provide, insurance and assurance, trust and feedback, quality. Based on the type of client you want to share the business proposal, do some research about what they do, how they do and share some information in relation to the service you provide and the solution they expect.
Share more info-graphics and less text - avoid lengthy "terms & conditions" - if you want business from a proposal. Make sure it is a proposal that showcases your wants or needs to work rather than making them realize how much they need you.
Hope this helps.
Try something new and different. Dazzle the prospect with something cool. Put the extra coolness in your contract. If you rely too much on a proposal, you'll end up competing solely on price. People don't truly read those things. They see it as "I'm moving, how much does this cost." They go straight to the amount.
Make a list of all the things people want in a mover and then design a presentation to hit those items---and close the deal.
Good luck with your business.
Don't. Proposals are for people who don't know how to make decisions. Deals are for decision makers. Unless the person can make a decision there's no point in spending time creating terms of an agreement.
Try the 10,20, 30 rule: https://guykawasaki.com/the-only-10-slides-you-need-in-your-pitch/
By Guy Kawasaki
Check out Chet Holmes videos on how to give a presentation.