By Madelyn Newman
If you’re in sales, you know how important quotes and proposals can be to the sales process; it’s one of the last chances you’ll have to make an impression before the client makes a decision.
Creating the perfect quote or proposal is not easy. There are so many things to consider. Of course you need accurate content with zero errors, but you also need a compelling design that represents your company’s core values and ideals. Quotes that are easy to read and comprehend make the decision to say yes simple for your clients and prospects. In today’s fast-moving, mobile world, plain and boring Excel spreadsheets no longer make the cut.
Here are our three best practices for creating the perfect quote or proposal. With more than 8 years (and counting) in the industry, we know a thing or two about closing the sale.
- Use approved templates to ensure consistent quality.
You want every single quote and proposal you send to represent your company well, from your brand’s specific tone to core values. If quote-development standards aren’t acknowledged and upheld, you risk creating a sloppy and confusing proposal.
It’s important to give your reps a path to follow when quoting. To ensure professional branding, create approved templates for all of your sales reps to use when creating quotes and proposals. We also suggest a designated checklist to track the steps in the sales cycle, so you can ensure success every single time. By keeping formatting and processes clean and consistent, you’ll be putting your best foot forward with clients.
- Customize your proposal with personalized options.
People don’t buy from companies, they buy from people; therefore, it’s important to remember to personalize your quoting templates.
Most customers crave customization. Here are just a few of the ways you can appeal to each client specifically:
- Interactive quotes – What if I decide I need more? Or maybe less? By sending quotes with interactive drop-down menus, you can let customers select quantities and options they need.
- Anticipating the customer’s needs – By understanding what inspired a simple request, you can create more opportunities for add-on sales. Anticipate your customers’ needs before they arise, and help them make wise choices without doing a lot of additional work. This will take your quotes from good to better to best.
- Mobile-friendly quoting – Ever been on-site with a client and your stellar selling skills convinced him or her that more product was needed than what was quoted? By being mobile friendly, you can update the proposal without a lot of extra work.
- Deliver on time.
Keeping deadlines equals professionalism. Remember, your clients might be receiving competitive bids. If you aren’t delivering quotes and proposals on time, they might be more likely to consider those other options.
This is where quote and proposal automation can save you. Not only can Quosal help you create templates, it will also deliver updates to you throughout the sales cycle as your prospect interacts with the proposal. This will help you respond more quickly to customer needs. By automating all of these otherwise manually updated quoting tasks, you’ll never miss another deadline again!
A lot of people struggle to deliver a great sales experience, but by creating a more intuitive quoting process based on these best practices, you’ll create a great competitive advantage for your company.
Image via Abhijit Mhetre