If you have been successful in the first four steps, your prospect is already sold on your services by the time he reaches this point. But it’s not over yet; as now comes the biggest part- “pricing”. Yep, that’s right it is one of the most important and stressful parts of the proposal.
You should always refer to this section as an “investment” instead of pricing because with your services your prospects are going to generate revenue and grow their business. And it’s important to remind the client of that. The fees you charge should be considered as an investment in their business.
In today’s article, we will be discussing a few effective tips to write an investment section for business proposal.
Start off with a powerful headline
Every sales proposal must have punchy headlines for each of its sections. Catchy headlines are important for keeping the attention of your prospect throughout the proposal and especially at the investment section because this is the section that determines whether your proposal will pass or fail.
Ideally, the title of your investment section should describe the desired benefits and make sure that these benefits are targeted towards your prospect’s pain points. This will make them more receptive.
For example, don’t write your investment section headline like “Your Project Investment” or “Your Investment Fee” because this won’t help you get closer to a sale. Instead, hook them with something like “Your Revenue Increasing Investment” or “Your Brand Awareness Investment”. It gives your reader a mental picture of what they will get after they invest in your services.
Don’t go into too many details, rather keep it simple
Some basic facts about your potential clients:
- They don’t read, they just quickly scan
- Nobody enjoys confusing stuff
- Your prospects prefer things that are easy to understand
In short, make your pricing section simple and easy to understand. When you start building your pricing table the first question you should ask yourself is “How can we make this as simple as possible?”
We understand it’s tempting to put as much information as possible in an investment section to help in making the sale. But this can go against you, so just focus on giving them the numbers and the information that they need.
Don’t forget to convert your currencies
When prospects see services in their local currency, they are more likely to buy from you. So you need to make sure that you’re getting the price right while pitching the services outside your home country. So, just changing your pricing from euros to dollars in the European Union can create a high impact on closing more and more deals.
However, the currency is not the only element that you should change but you should also consider changing the price based on how its value changes in different markets.
Provide an interactive/responsive pricing table
Have you ever wondered why your proposal is not hitting the right mark with your prospects in spite of having great services? Have you given it a thought that the issue could be with the investment section of your business proposal template?
At least three times in this post (probably more), we’ve said that the investment section has a huge impact on a prospect’s decision to make a purchase. That is why it is
important VERY IMPORTANT to provide pricing options to your prospect. And the best way to give the client several pricing options by incorporating an interactive pricing table
Such interactive price tables offer a variety of pricing options where your prospects can change the quantity, choose services that best fit their needs. In short, they can create a customized version of your services for them.
An interactive pricing table also allows clients to select additional services and at the end can check the updated pricing in real-time. So make use of proposal software and incorporate an interactive pricing table to offer your services.
That’s about it!!!
Remember, an investment section is the one where your prospects consider making the purchase. The more effective it is, the higher chances you have of concluding the deal.
So what does your investment section look like? Let us know in the comment section below.