Managed services marketing can sometimes have a longer sales cycle than other marketing areas. Accordingly, they can be more expensive. To help reduce cost, you want to see increased conversions. Increased conversions are more likely when proposals are more effective. Several tips for effective proposals are:
- Understand to whom you’re proposing
- Lead with the value you provide
- Your proposal shouldn’t spotlight unexpected issues
- Simplify for ease of mental digestion
- Incorporate visual representations
- Be detail-oriented in proposal construction
What a Good Proposal Looks Like
An engaging managed services marketing proposal will be made to a specific audience. You should understand to whom you’re proposing. What is their industry, where are they coming from, what are their problems, what have been their past issues, and what makes you relevant to them? Value is the answer to relevancy. You want to have a valuable proposition which shows potential clients precisely why what you’re doing is going to have real value for them. That value could be in terms of infrastructural optimization, sales expansion, competitive edge facilitation, cost reduction, or some combination of the three.
Ensure you don’t bring up unexpected expenses or operational provisos during the proposal–these things should be ironed out beforehand. Prospects don’t want to stumble into some hidden catch. If you’ve ever had a car salesman throw on lot fees when the price has been ironed out, you know how this feels. It may even cause you to walk, if you’re savvy. You don’t want prospects using such negotiation tactics on you.
You should additionally provide a proposal that is simple and easy to understand, directly communicating what you do and how you do it. Visuals can be key here. Lastly, ensure you pay attention to all the details and delicately craft your proposal; otherwise, the lack of effort will show.
Managed services marketing that takes such a strategic approach to every proposal is much more likely to convert leads into clients. Consider your existing proposals and improve where you can.