Hi there! It's us again and we're back with more knowledge for you! By now, you should already know how to establish contact with a client and figure out their needs.
Hey, you've even done a presentation that must have blown the client's mind away and almost made them want to reach for their wallet right there and then. So the next logical step is making your client an offer he or she can't refuse - also known as "business proposal". If you want your business proposal to be effective, it has to be delivered at the right time and to the right person.
Now let's talk about it in detail. How to write a killer business proposal step-by-step guide. Let's do it before you get down to writing your business proposal, there's a few important questions that need to be addressed.
Number one: who is it for? Number two: what problem does it solve? Number three: how exactly does it solve the problem?
Number four: why should the client prefer your solution? Number five: what makes your offer special? Let's figure it out!
Now on, for simplicity's sake, we're going to be using a short abbreviation - BP - instead of the too-long-to-pronounce "business proposal". Now, if that's all right with you, we would like to proceed to question number one: Who's your business proposal for? Obviously, it is for someone's business, which makes it a B2B offer.
More specifically, it's meant to be read and understood and hopefully accepted by a particular person -usually a business owner. That's why it makes sense to make your business proposal as personalized as possible, using all the information you have already learned about the client. Question number two: What problem does your BP solve?
A killer business proposal is always aimed at solving a particular problem of the clients. That's why you shouldn't use the same template for all of your prospects - change it every time to make sure it addresses the pain points and needs of that particular client you're going to send it to. That brings us nicely into question number three: How exactly does your business proposal solve the client's problem?
Now this is the core of your business proposal and it's where you'll have to use arguments that are rock solid - if you want to sell your product. When customizing your business proposal template to make it match a particular client's needs, try using a checklist with the information you've gathered about the client. Also, it wouldn't hurt to use a handy cheat sheet that we provide there, you can find all of the key features of Bitrix24 and how they solve common problems your clients might have.
Don't forget to mention that Bitrix24 is not only about solving problems - it's also about empowering businesses with loads of amazing opportunities for development and growth. For example, you know that your prospect is a business owner whose biggest pain points are "poor internal communications and over-bureaucratized document approval". Sounds cool.
What could a possible solution to this problem be? Well, Bitrix24 Feed, Chat and Videoconferencing can certainly be helpful - make sure to include their descriptions in your business proposal. It may go something like this: "With Bitrix24, you get a tool that has everything you need for team communication without boundaries.
Got an important announcement to make? - Post it in the live feed! Need to discuss something quickly?
- Create a chat! Something urgent has come up? - Set up a video conference to have a team discussion.
Communication does not get any better, easier and faster than this. So, that wasn't just an example. Moving on to question number four: Why should the client prefer your solution?
- As a truly global company, Bitrix24 has over 18 000 partners all over the world who offer the same product for the same price set by the vendor - us. So why should the client go with your solution? What makes your offer special?
That's where you can and should lay out all your competitive advantages - it could be ease of implementation, huge experience, additional services, etc. And finally, question number five: What makes your offer special? - Here you should create a sense of urgency - throw in a discount or a limited-time offer that will seal the deal right there on the spot.
For example: "If you get a 12-month Bitrix24 cloud plan until the end of December, you'll be treated to a 30% discount on the first year of your subscription". Just an example. However, that will be applicable only if there's an active sale launched by us - you cannot provide clients with your own discounts.
That's the way our agreement works. Granted, we've got got plenty of sales all year round, so you'll always have some discounts to offer your clients. If you don't want to rely too much on our product promotions, you can easily create your own special offers.
For example, "if you get Bitrix24 now, you will also get a free CRM sales funnel setup, which is 300 dollars in savings". You can do that. So, those were the 5 questions you should address when creating a killer business proposal.
Now, let's see how you can structure all of this important information to achieve maximum impact. Business proposal structure. Although some variations technically possible, we believe that this is the most robust structure that works 99% of the time: so, here it goes.
Number 1 is: Intro. Number 2: Problems and solutions. Number 3: What makes your offer special.
Number 4: Terms and pricing. Number 5: Special offers or discounts. Number 6: Your signature + contact details.
So let's study each of the segments in detail. Intro. It's just simple greeting - call your client by name and refer to the previous arrangements you've made.
For example: "Dear Mr Client, as a follow-up to our meeting last week, I'm sending you this business proposal that you can find attached herein. The next segment is Problems and solutions, and right off the bat, let me illustrate it with an example. "As you mentioned during our meeting, you would like to optimize the process of collecting, managing, and storing client data, which is exactly what Bitrix24 CRM does.
With Bitrix24 CRM, you get a fully automated lead management process -from event- triggered emails to notifications to automated rule-based lead qualifications. This alone can save you up to 10 hours per week - time you could spend on business development, corporate education, or anything else that's not routine, repetitive tasks, which our CRM will handle for you. " Of course, this covers only one problem.
If your client has more, be sure to offer your solution to each one of them. Moving on to the next segment - what makes your offer special. Again, let's illustrate it with an example - you might write something like this: "With over 200 clients in various fields - from IT to construction - we are a leading Bitrix24 partner on the market with tons of expertise.
When you order Bitrix24 implementation from us, you get a full package of services ranging from basic setup to advanced customization. In addition to that, we can offer you free technical support during the first month to ease your way into Bitrix24 and help you get the most of the product. For more information about our credentials please see the Bitrix24 Partner Certificate attached.
" If you are just starting out as the Bitrix24 partner and don't have that much rep yet, we can offer you some alternative ideas on how to present yourself - more on that in the upcoming lessons. Now, the next segment is Terms and pricing, which is rather self-explanatory: "In return to all these amazing possibilities for your business, we ask for a mere $79 dollars per month or $758 dollars per year. In fact, choosing annual billing will allow you to save up to 20% or $190 every year.
Customizing Bitrix24 for your business needs and setting up automated processes will amount to $1950. Within less than 30 days Bitrix24 will be up and running like a fine-tuned, well-oiled machine. " It's just an example, all right.
Now, prices may differ in your case. For the actual information on licenses and pricing, be sure to check our official website bitrix24. com Now that you've got your client on the hook, it's time to seal the deal, and this is a perfect moment to throw in a special offer.
For example: "If you order Bitrix24 implementation from us this month, we'll audit your sales scripts completely free of charge - a service that normally costs 350 dollars. " Finally, segment #6: where you simply put your name and contact details. Don't forget to set up a follow-up to discuss any additional questions your client might have.
To make it easier for you, we have prepared the business proposal template - download it, customize it, use it well! And that does it for today's lesson! We have covered a very important topic of creating a killer business proposal that'll help you win more clients.
In the upcoming lessons, we'll focus on even more business proposal techniques that can launch your sales into the stratosphere. Thanks for watching and see in the next lesson!
