I’m a huge, HUGE fan of following a process or system. And even making a sales proposal has its own process too! I will let our guest in today’s episode, Jason Swenk, explain that to you more. When it comes to making proposals, Jason is the man!
Jason Swenk helps digital agency owners scale and get to the next level. He helps people get to wherever they’re trying to go… QUICKER!
Jason can help you learn how to convert 80% of your B2B proposals while spending less time with it (in fact, less than 15 minutes on each proposal). You simply have to walk through the process.
Here are the highlights of my conversation with Jason:
How to successfully convert your proposal in B2B sales:
- Treat a proposal like a phone number.
Get it in the right order and do it in the right way.
- Do NOT send a proposal. (Like what?!?)
Yep! You get them to sign the proposal when you REVIEW it with them. Qualify them first.
- Your proposal is not what sells them.
Your proposal protects you later on. Make sure they understand everything. That’s what the proposal is for.
Steps in Qualifying:
Does their need match up to what you can deliver to them? Can you deliver it?
Be the reverse auctioneer and a budget buster. Ask for their budget (start with higher to lower range).
Make sure you talk to the decision maker. Ask.
Make sure the timing is right.
Getting to the Proposal: The 3 I’s
What’s their biggest issue? This allows you to understand what to focus on.
What’s the impact on their business?
How important is it to them? This is where your follow-up strategy comes in.
Strategies for Closing:
- Do not give them too many options.
- When you understand their problem, they look at you as an adviser so you need to tell them what to do.
- Sell your clients what they need and not what you want them to buy.
How to Quickly Build a Proposal:
- Create a proposal template.
- Take out the stuff you don’t need.
- Add some new stuff when needed.
- Get access to the proposal template Jason uses by visiting www.jasonswenk.com/proposal-template
Strategies for Making Your Executive Summary in the Proposal:
- Summarize what THEY want.
- Pre-frame the client by starting it off with stating two obvious facts the client knows to be true.
- Reinstate what they want most.
- Describe the benefits they get.
- Explain how it’s going to work and that you have researched and have experience of what they’re looking for.
Jason’s Major Takeaway:
“Don’t send the proposal.”
Check out Jason’s website www.jasonswenk.com
Get Jason’s proposal template www.jasonswenk.com/proposal-template
Dive deeper into Jason’s proposal process and go to www.jasonswenk.com/proposal