How to Structure a Proposal
Understanding the key elements of making a proposal which sells.
Last updated
Understanding the key elements of making a proposal which sells.
Last updated
A product proposal is simply a written plan meant to convince another party of the viability of the product you plan to sell. Writing a selling product proposal requires a significant amount of time, research and planning. You also have to learn about the person or company you want to pitch, whether it is a distributor or a retailer.
You may wonder why you’d need a proposal when wooing a potential client. Isn’t a quick email with just the pricing included enough? Sometimes your sales proposal is the only thing that differentiates you from the competition, so it’s important to create a professional proposal. You want to show that you’ve done your research on your potential client and that you have solutions that will benefit him or her. A proposal is all about standing out!
The key towards proposal creation is asking and answering the right questions.
You should start with understanding the client:
What do I know about the project?
Why are they outsourcing these services?
What is their plan?
What do they want/need?
Then ask yourself:
Can I solve that problem? What makes us qualified to create a solution for them?
How can AIESEC provide a solution to their needs?
How can I make AIESEC valuable by creating a solution to their problem?
How can I specifically present what we offer as a solution to their problem?
1st TIP
Write succinctly - there are some individuals who thrive on writing as much verbiage as they can fit in on the paper. This is a no-no in proposal writing. Basically, you need to be to-the-point because readers have little time and patience for fluff. Minimize the use of jargon and run-on sentences as well, even if you’re writing a creative design proposal.
2nd TIP
Start with the big picture: when someone takes your proposal into their hands, they don’t know what to expect. It is highly recommended for you to start with the big picture. Give them an overview of your ideas to get them interested and then drill down from there. Also, keep in mind that if you want to create proposals that will be read from start to finish, the content should flow smoothly. Everything should logically move forward.
3rd TIP
Counter possible arguments: The proposal, at its core, is a refined and personalized brochure. When you create proposals, it should put you and/or your company at the best possible light. Think of the reasons why the client might decline your pitch. Is your service too expensive? Are there better-placed competitors? Assess these obstacles and come up with reasons why choosing you is still the best option for them.
4th TIP
Display your personal style: in today’s competitive landscape, customization can go a long way. Research consistently shows that hiring managers are choosing contractors that show great potential and personality. When they see your enthusiasm for the task, they are more inclined to hire you over others. Never be boring. This is a rule of thumb you should adopt when you create proposals from now on.
5th TIP
Start using graphics: images can be meaningful. As they say, “a picture can paint a thousand words” and this saying is true in the case of business proposals. Instead of giving clients boring facts and statistics, you can say the same message in the form of images and even infographics. Be smart in using graphics though and don’t overdo it.
Now, you are ready to get those raises!
