Over the years, I've encountered a plethora of both subpar Copier and MPS proposals and exemplary ones.
The significantly inferior proposals far outnumber the exceptional ones. You've likely come across them—what we commonly refer to as "hack proposals": exceedingly vague, providing only a price per month with no mention of delivery, installation, return procedures, training, support, or network installation.
As much as we strive to directly reach decision-makers, there are occasions when access to them eludes us, and we must submit proposals to gatekeepers.
What distinguishes your proposal from the rest?
Ensure impeccable grammar and spelling, with no misspelled words, incorrect model numbers, or abbreviations. Abbreviations can convey laziness, implying a lack of effort in composing a comprehensive proposal, which could lead the decision-maker to perceive you as lazy or not fully invested in the task at hand.
Incorporate action items, including value propositions, a comprehensive list of features, and benefits tailored to the prospect.
Highlight a lockout solution or feature. A thorough assessment may yield solutions or features that set you apart. Clearly articulate how your solution or feature benefits the prospect—for instance, by addressing security concerns associated with unclaimed prints and safeguarding personal information.
If quoting multiple systems, consider including a floor plan illustrating existing systems alongside those to be relocated, replaced, or retired.
Detail the prospect's current expenses and juxtapose them with projected replacement costs, highlighting potential savings.
For leasing customers, furnish comprehensive leasing information, encompassing various term options. Offer flexibility by providing quotes for multiple models, allowing the customer to select the most suitable option.
Include a detailed Scope of Work (SOW), outlining both what the customer can expect from you and your expectations of them. This is particularly critical when upgrading or assuming leases not within your portfolio.
Visual aids such as pictures can enhance the narrative. Consider including images of the systems or available options.
Cover letters serve as a professional touch, reinforcing your company's commitment to professionalism.
Emphasize that proposals are non-binding. Alongside the proposal, include a completed order form, maintenance agreement, and lease documents. To demonstrate your dedication, consider including "sign here" sticky notes, conveying your expectation of the order.
Remember, your proposal represents not just a product or service but also your company and yourself. Make it easily digestible with larger fonts and highlight key points. Ensure printed materials are of impeccable quality, and present the proposal in a format that suits your comfort level, be it a folder or binder.
Good luck with your sales endeavors.
-=Good Selling=-
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