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5 Guidelines To Write A Winning Proposal

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Written by Mike Schultz
President, RAIN Group

If you don't know your destination, any road will get you there. When prospects ask for a formal proposal, they are telling you their desired destination: a business relationship with you. And they're asking you to answer the question, “What road do we take to get there?”

Since it's your job to give directions, you want to tell them the straightest, shortest, and easiest route. After all, you don't want them to get lost along the way, or so tired on the path that they give up before they get to the end.

Why is it, then, that so many new business proposals that cross my desk take the long and winding road? They start off in the wrong direction, take side-roads that lead nowhere, and take forever to get where they're going. It's no wonder the success rate of these proposals is so low.


Read: How to Write a Proposal


Fortunately, aimless wandering in proposals is avoidable with forethought and focus. Before writing your next new business proposal, consider the following five focus-building guidelines:


If the keys to real estate success are location, location, and location, in proposal writing they're focus, focus, and focus. Maintaining your own focus and helping the client maintain his will keep your proposals on target.

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Topics: Sales Process Sales Opportunity Management

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