What is a SaaS Sales Proposal Have? -
The dreaded SaaS sales prospectus.
You probably shudder at the thought of writing out an SaaS sales plan, playing on the pricing strategy in search of the right words to convince your customer. This isn't a lot of fun. Many salespeople are similar to you, and since so many do not follow through and fail to create a compelling proposition, it's an opportunity to stand out and win the sale.
An effective SaaS sales proposal typically comes after a client has indicated that they're interested in an specific product. Certain companies use simple templates for their proposals and others create comprehensive documents which detail every detail of the deal. We at a.m. recognize that the law and good methods differ for every scenario.
However, you can cut down on the amount of work and confusion that is involved in SaaS sales proposal development with the help of pricing grids. The pricing grid is an effective sales tool could be sent to potential buyers prior to putting together the final sales plan. In essence, it lets prospective buyers to select the price they'd like to pay. After they've selected the cost they prefer, the account executive is notifying them and they can put the proposal together that matches EXACTLY with what the buyer is looking for.
In this article this article, we'll show you, step by step the steps to writing SaaS sales proposals that consistently make sales more quickly. Before we discuss what to include in your proposal, let's look at some pre-proposal procedures that should take place.
Then we'll dive into each part of the proposal for sale:
- Cover Page
- About Us
- Problem (your potential customer's issue or issues)
- Solution (your business's solution)
- Case Studies & Testimonials
- Team (key leaders and members of the team)
- Contract (e.g. the terms and agreements, the scope of work, etc.)
Let's get started!
Pre-Proposal Prepared
An effective sales pitch is not a surprise.
It should feel like that next step to take when you're talking to your potential client. This is why we urge account executives to make use of pricing grids before sending proposals. Additionally there are a few crucial questions you'll need to make sure you can answer before writing the proposal:
- Why does the prospect want what you're selling? What problem is the prospect trying to solve? In order to write an effective sales proposal You must be clear on your prospect's problems and results they're seeking. It will allow you to offer solutions that are tailored to your prospect's needs.
- Are they looking at alternatives? If yes, what are the reasons they considering those options Knowing what competitors offer and the ways in which your SaaS solution differs from them can assist you in handling concerns before they become. In addition, since you've taken the time to understand your potential customer's needs and concerns, you'll be able to explain the ways in which your SaaS solution can be better to meet their needs beforesending your sales proposal.
- What's the budget of their company? It's nearly impossible to write an effective proposal without knowing the client's budget. It is best to collect this information while qualifying the prospect. If you don't know their budget, ask. Be sure to wait before you write the proposal until you have the answer. Then, you can also disqualify prospects that aren't a good fit.
- Who will sign the deal? Who decides the deal when you meet with your prospect, find out the most important decision makers and then who is the final person to sign the deal. This will help you ensure that you're communicating with the entire group of parties necessary in order to conclude the transaction.
- What is the procurement process? Some organizations such as universities or government agencies use a formal process for procurement that is tailored to their specific contexts, whereas other businesses might have more informal processes for acquiring new goods or services. Being aware of your potential buyer's internal procurement procedures will enable you to determine the best steps to conclude the transaction, for instance, including all the information you need in your proposal such as ROI analysis and project plans, timeframes and legal requirements, for example. If your proposal contains everything they require to be able to accept then you'll be closer to closing the deal.
Making Your Proposal Draft
Once you've answered all these questions at the pre-proposal stage, you're ready to write! A few tips prior to starting:
- Keep your proposal to 1-2 pages. The typical executive or other decision-maker is extremely busy and could also have limited attention time. Be brief.
- Utilize a straightforward words. Cut jargon that may be difficult for people to comprehend. Simple is the best in making your sales proposition.
As a reminder to keep in mind, here are the eight most elements that make up a winning SaaS selling proposal:
- Cover Page
- About Us
- Problem (your prospects' problem or challenge)
- Solution (your business's solution)
- Case Studies / Testimonials
- Team (key executives and members of your team)
- Contract (e.g. Terms and agreements, scope of work, etc.)
Remember that the outline you've created isn't set in bricks and mortar. Instead, think of it as a general guideline which you could take as a base and modify as you feel appropriate.
- What's in a Cover Page Proposal?
The cover page should contain the title that the proposition is based on, as well as the name of the client, the proposal delivery date as well as the name of the person who submitted it (you). The cover page can be personalized page by including the logo of your client.
While this may appear to be a no-brainer, the fact is that the fact is that it's frequently overlooked. Adding a cover page to your sales proposal will give an elegant and professional appearance.
First impressions matter!
The most important takeaways are:
- Send your request to the appropriate person.
- Make sure it is clean and professional.
- More About Us
Your "About Us" section gives you the chance to briefly introduce your company and convince prospective customers that your SaaS product can deliver the outcomes they're seeking.
The process, your current customer base, and your past achievements could boost your credibility and show that you're a company they can trust.
Also, you can list the goals of your client in this section by couching them in terms of your goals, which they ought to be! Example: "Our goal is to increase productivity at Company XYZ at 50% over the next twelve months."
Key Takeaways:
- Present your business, however, keep the introduction short. Your potential customer is more interested in how you can help them..
- Add information about your business which boost credibility and create confidence.
- Understanding Your Prospect's Problem
Okay, here's where we'll get to the substanceof the SaaS sales proposition.
"Problem" section (also known as the "Problem" area (often called the "Need" section) is the place where you discuss your client's current challenges and demands. What problems are they facing and can you help?
Provide a concise list of their every need prioritizing them from essential needs to value-adds. Include everything your prospect is struggling with, whether that's efficiency, profit and scaling. The list can be bulleted to make it simple for your prospect to understand.
It's not necessary to dive involved in the solution right now . This is an opportunity to prove to your potential client that you've listened and to understand their concerns and concerns.
Additionally, it's a great opportunity to draw a dark picture of their current circumstances in order to impress them with the changes that they'll experience if they select the services of your business SaaS solution.
This is a sketch of how this section might be like.
The most important takeaways are:
- The needs of the potential client should be listed by the priority (most to least critical).
- Clearly Communicate the Solutions You Give
In order to be simple We titled this portion of the sales pitch"the "Solution," but "How We Work" and "How We Provide" are two other popular title for this part.
These are questions that you can use to facilitate the writing at this stage:
- What is my distinct selling point?
- Which features of my SaaS product would be the most helpful to me and my customer?
- What are my most important results and deliverables?
- What time frame will they see these result?
For instance: "Integrating our software will assist in automating your fulfillment and reduce your expenses by at least 10% over a 12-month time frame."
That is, you're outlining your solution and the results that you deliver. This has been said many times, however we'll reiterate it again The goal is to draw an image of the way your SaaS product will benefit them.
Make sure you are focusing on your potential customers. Your SaaS might have hundreds of options, however only a few may benefit this specific prospect. When presenting your idea, concentrate on the features that offer the most worth. One more time for the people who are behind you:
Be sure to keep your eyes on the target.
It is also important to add your plan for the project, its timelines, and value-adds, plus an overview of the entire implementation process. This is especially important for large enterprise transactions since the process of the implementation process can last for weeks or even months.
Finally, it is possible to include additional information requested by the prospect within this section or as an appendix. (Scroll back to pre-proposal preparations if you need a refresher!)
Key Takeaways:
- Tell the world about your SaaS service, along with the goals you can assist them in achieving. Don't be vague!
- Include project timelines, deliverables, milestones, value-adds and any requested information to speed closing the process.
- Include Great Case Studies & Testimonials
Your proposed solution may precisely what the prospect is looking for, but they'll want more than the promise you can meet their needs.
Use testimonials from customers, case studies and any other content which proves you can drive positive results. Doing so adds an enormous amount of trustworthiness to your SaaS product and company.
- According to the findings of a Nielsen study, 66% of consumers trust online customer review.
- Quotes and testimonials boost conversion up to 34 percent According to Sumo.
It is no surprise that adding case studies and testimonials to your proposal can dramatically boost your chances of concluding the transaction. Be sure to notskip this stage.
Social Proof can be described as a psychological phenomena in which individuals conform to the behavior of others on the assumption that their actions reflect the correct conduct.
Principal Takeaway:
- Social proof and case studies are essential to convince the prospect that you can deliver.
- Showcase The Team That Will Be Working With The Client
Use this section to introduce your company's key executives along with team members who will be working on the account.
Give a brief description of each team member along with a professional photo.
The Key Takeaway
- Give faces to the project with bios and photographs of company leadership and key team members.
- Attach Your Contract
You should include your contract in the sales proposal to allow your customer to take the contract and sign it immediately. This article won't go into detail on how to draft the contract. (Contact your attorney to get advice on this matter.)
The key takeaway is to make the most of the excitement generated by your client, and to make the contract signable immediately!
Key Takeaway:
- For speedier closing, include your contract or legal agreement in the proposition and have it signed.
The Wrapping Up
Writing sales proposals that are consistently successful in closing SaaS sales requires effort, and effort, but when you adhere to the principles that were previously mentioned, you'll be on your way to consistently close SaaS sales.
Here's a recap of the most crucial sales proposal guidelines:
- Keep your proposals to just 1-2 pages.
- Don't write the proposal until you've established your prospective's budget.
- Direct your proposal at the correct individual.
- Limit the details you provide about your business to a minimum. Focus on the potential customers.
- Write down the needs of your prospective customer.
- Make sure you know how you can help them reach their goals and achieve outcomes.
- Include case studies and testimonials for credibility as well as social proof.
- Attach a contract and make it signable.
What is the most effective method to approach these issues?
One of the biggest mistakes individuals make is copying and cutting and pasting the list on an adhesive notepad and then keeping it in mind each time they are required to write proposals...
But there's no need to make another burden for yourself or waste valuable time.
You can also try using program that can populate SaaS sales pitches. This saves you critical time you could be spending nurturing relationships with prospects and closing deals.
Although you could try traditional tools like Google Sheets or Excel for this, we suggest using the tool designed specifically to work with SaaS.
Using a tool inherantly built to help you understand the complexities of SaaS propositions is the most effective way to sell SaaS. There is certain tool that will do exactly that.
Interactive Quotes is a custom pricing software that can streamline the entire SaaS sales proposal process. No more sitting in your office focusing focused on a single proposal with you can create the proposals, submit them and track their progress online, at any time. The idea is to take the whole procedure described in this article and places it at your fingertips.
Start by using Interactive Quotes for free.
