Here are other reasons why you may not be winning proposals:
1. Ambiguity of proposal and value offering
The proposal is one of, if not the most important document you’ll give to your prospective client when trying to win their business.
It’s easy to make the mistake of leaving out certain information from our proposals because we think we’ve covered it on our website or in initial discussions with a prospective client. But clients often pass the proposal to others within the organisation, these people aren't necessarily up to speed with your previous correspondence with other members.
Winning proposals should start from the beginning and clearly outline everything that’s of relevance to the client and the value you are offering should be featured in its own section so it won’t be missed.
2. Unfamiliarity of approach or methodology
Maybe the client isn’t familiar with your approach or methodology to solve their problems. Follow the example of larger organisations, who are usually good at making their approach very clear. This gives their prospective and existing clients some extra assurance that they’re in capable hands.
3. Fear of the unknown
If you’re too different from the mainstream it may scare off prospective clients who have absolutely no idea what to expect from working with you. It’s important to be different but not too different. Business is still largely a conservative practise.
4. Lacking true confidence in initial meetings
Sometimes when we’re very excited or care very much about winning the approval of a prospective client we can, subconsciously, give off the wrong vibes. For example, we may be saying the right things but our body language tells a different story. If we come across as being nervous, insecure or caring too much, it can elicit negative feelings in the client.
When engaging a new supplier, clients need to feel assured that they’re making the right decision. Anything that can help minimise doubt, reassure the client and have them feel comfortable with you is definitely worth looking in to.
It’s also wise to consider asking prospective clients to provide you with feedback on your sales process so you know where you’re going right and wrong, regardless of whether you win their business.
But be careful how you do this, you don’t want to get on their nerves!
“ The proposal is one of, if not the most important document you’ll give to your prospective client when trying to win their business. ”
Paul J. Morris is an information systems strategist. This incredible title means that he helps businesses become more efficient at what they do while keeping them on track with their goals.
