What should every SaaS sales proposal include? -
The dreaded SaaS sales pitch.
If you're honest, you probably hate the idea of spending hours creating a SaaS sales plan, playing on the pricing strategy in search of the right phrases to persuade your buyer. This isn't a lot of fun. Many salespeople are the same way you do, and since so many fall short and don't create a compelling plan, this could be an opportunity for you to stand out and win the sale.
A successful SaaS sales proposal typically comes when a customer has stated that they're interested in the specific service. Certain companies use simple templates for their proposals while others put together comprehensive documents which detail each aspect of the sale. We at a.m. recognize that the legalities and best practices differ in every situation.
You can also reduce the complexity and the guesswork associated with SaaS sales proposal development through the use of pricing grids. A pricing grid is an instrument for sales that is available to prospective buyers before you put together the final sales plan. In essence, it lets buyers to choose the price they'd like to pay. After they've selected the cost they prefer The account manager gets informed and is able to put together a proposal that aligns EXACTLY with the expectations of the buyer.
In this post this article, we'll show you, step by step how to compose SaaS sales proposals that consistently will close sales faster. Before we discuss what to include within your proposal, we'll examine some of the preliminary steps that must be taken into.
Then we'll dive into every aspect of the sales pitch:
- Cover Page
- About Us
- Problem (your prospect's problem or challenges)
- Solution (your company's solution)
- Case Studies & Testimonials
- Team (key executives and team members)
- Contract (e.g., terms and agreements, scope of work, etc.)
Let's get started!
Pre-Proposal Preparations
A great sales proposal shouldn't come as a shock.
It's that next step to take during your interactions with your prospect. That's why we strongly encourage account executives to make use of pricing grids before making proposals. In addition, there are a few crucial questions you'll need to be able to answer before writing the proposal:
- Why is it that the potential buyer wants what you're selling? What is the issue the buyer is trying to solve in order to create an effective sales pitch it is essential to understand your prospects' issues and what desired outcomes that they're hoping for. This will help you offer options that are specifically tailored to the specific needs of your customer.
- Are they considering any alternatives? If so, why they thinking about those choices? Understanding what your competitors offer and the ways in which your SaaS solution differs can aid you in dealing with 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 how your SaaS solution can be better to meet their needs beforesending your sales proposal.
- What is the budget of their company? It's nearly impossible to draft a proposal without knowing your client's budget. It is best to get this information during the process of qualifying the prospect. If you're not sure of their budget, you can ask. Do not begin writing the proposal until you've received the answer. Also, you may disqualify prospects that aren't a great match.
- Who will sign the deal? Who is the ultimate decision-maker When you speak to your potential client, learn who the key decision-makers are and the person who will ultimately be the one to sign the contract. This will help you to ensure that you're communicating with all the parties required to close the deal.
- What is the procurement process? Some organizations such as universities or government agencies use a formal process for procurement to suit their complex environment, while others 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 providing all the details you need in your proposal such as ROI analysis projects, plans for project execution, timelines and legal requirements, for example. If your proposal includes all of the information they require in order to sign off then you'll be closer to closing the deal.
Writing Your Proposal
Once you've answered all these questions at the pre-proposal stage, it's now time to write! Here are some tips for you to consider before you start:
- Limit your proposals to just 1-2 pages. A typical executive or key decision maker is very busy, and may also have an extremely short attention span. Keep it brief.
- Make use of a simple terminology. Cut jargon that isn't understood by the general public. The simple way to write is the most effective when it comes to making your sales proposition.
For your reference, here are 8 common sections of a winning SaaS sales pitch:
- Cover Page
- About Us
- Problem (your prospects' problem or challenge)
- Solution (your business's solution)
- Case Studies / Testimonials
- Team (key executive and teammates on your team)
- Contract (e.g., terms and agreements, the scope of work, etc.)
Be aware that this outline isn't written on a bricks and mortar. Consider this as a general rule of thumb that you can utilize as a basis and tweak as you see the need.
- What is a Cover Page for a Proposal?
The cover page must include the title for the proposed proposal. It should also include the name of the client as well as the date the proposal was delivered, and the submitter's name (you). The cover page can be personalized page by adding the logo of the client as well.
While this may appear to be a no-brainer, the fact is that it's often missed. The addition of a cover page your sales pitch will make it a more polished and professional look.
First impressions matter!
Key Takeaways:
- Send your request to the correct person.
- Keep it clean and professional.
- More About Us
Your "About Us" section is an opportunity to introduce your business briefly and convince prospective customers that your SaaS product will deliver the results they're looking for.
The process, your current client base and past successes can increase your credibility and suggest that you are a company they can trust.
It is also possible to list your client's goals in this section by framing them in terms of your goals--which they should be! For instance: "Our goal is to improve the productivity of Company XYZ by 50% over the next twelve months."
The most important takeaways are:
- Introduce your company, be brief, as your prospect cares more about how you can assist them.
- Add information about your business that add credibility and inspire confidence.
- Understanding Your Prospect's Problem
This is the point at which we'll get to the the meatof the SaaS sales proposition.
"Problems" or the "Problem" area (often called the "Need" area) will be where you can address the current issues and requirements. What are the issues they're facing and can you help?
Write a succinct list of their every need, prioritized from critical needs to value-added features. Write down everything prospects are struggling to overcome, including the efficiency of their business, its revenue or profitability or scaling. A bulleted list will make it simple for your prospect to understand.
It's not necessary to dive into the solutions right now . This is an opportunity to prove to your prospective client that you've listened, that you understand their pain and concerns.
Furthermore, it's an opportunity to draw a dark depiction of their current situation in order to surprise them with the improvement they'll see if they choose your company's SaaS solution.
We've mocked up an example of how this area could be like.
Key Takeaways:
- The needs of the potential client should be listed by importance (most crucial to least important).
- Simply Communicate The Solution You Provide
In order to be simple We titled this portion of the sales pitch"the "Solution," but "How We Work" and "How We Perform" are two other popular titles for this section.
Below are some of the questions you can use in order to assist you with writing during this point:
- What is my distinctive selling point?
- Which aspects of my SaaS product would be the most helpful for my potential customer?
- What are my key deliverables and outcomes?
- In what timeframe will they see the outcomes?
For instance: "Integrating our software will aid in automatizing your fulfillment processes and reduce your expenses by 10% within a twelve-month timeframe."
In other words, you're outlining your solution and the benefits you deliver. This has been said many times, however this is worth repeating The goal is to draw a picture of how your SaaS product will benefit them.
Concentrate on the prospect. Your SaaS may have hundreds of options, however only a few may benefit this specific prospect. When presenting your idea, concentrate on the aspects that will provide the most worth. One more time for the people who are behind you:
Remember to focus on the target.
It is also important to add your project plan, timelines as well as value-adds. You should also include an outline of the implementation procedure. This is especially important for bigger enterprise-sized deals as implementation may last for weeks or even months.
Lastly, you may want to include additional information requested from the prospective client within this section or even in an appendix. (Scroll through the pre-proposal process to refresh your knowledge!)
The most important takeaways are:
- Introduce your SaaS solution, including what goals you are able to assist them in achieving. Make it clear!
- Include project timelines as well as milestones, deliverables and Value-adds, and any other details that can speed up the closing process.
- Include Great Case Studies & Testimonials
The solution you propose may be exactly what your prospect wants, but they'll need more than the promise you can provide.
Use testimonials from customers or case studies as well as any other information that illustrates that you are able to achieve results. It adds a tremendous amount of credibility to your SaaS business and product.
- According to the findings of a Nielsen study, 66% of consumers trust online customer feedback.
- The power of testimonials and quotes can boost conversions to 34% According to Sumo.
Naturally, including examples and testimonials in your proposition can significantly improve your odds of getting the contract signed. Make sure you do notskip this stage.
Social Proof is a psychological phenomena in which individuals conform to the actions of others under the assumption that their behaviors reflect the proper behavior.
The Key Takeaway
- Social proof and case studies can be crucial in convincing the prospect that you can provide.
- Showcase The Team That is Working With The Client
In this section, you can identify your organization's most important executives and team members who will be involved in the account.
Include a description for each member of the team, as well as an official photo.
Key Takeaway:
- Put faces to the project by including bios and pictures of company leadership and key team members.
- Include Your Contract
The contract should be included in your sales offer to allow your customer to sign the deal right away. The details about how to write the contract in this article. (Contact your lawyer for guidance on this front.)
The key takeaway is to capitalize on the excitement of your potential client and allow them to sign the contract right away!
The Key Takeaway
- To expedite the close, include your contract or legal document in the document and sign it.
The Wrapping Up
Writing sales proposals which consistently close SaaS sales requires effort, and yes, effort. But If you follow the rules described above, you'll be well on your way to consistently concluding SaaS deals.
Here's a brief summary of the most important selling proposal rules:
- Keep your proposals to just 1-2 pages.
- Do not write your proposal until you have established the target's budget.
- Make your request known to the right decision-maker.
- Make sure to keep information about your personal firm to a minimum. Instead, focus on your prospects.
- Define the requirements of your potential customer.
- Be specific about how you can help them reach their goals and achieve outcomes.
- Use case studies and testimonials, to provide credibility and social proof.
- Attach a contract to it and make it signable.
What is the most effective strategy to go about these tasks?
One of the biggest mistakes individuals make is copying and cutting and pasting the list on the back of a notepad, and then keeping it in mind each time they need to create proposals...
However, there's no need to create more work for yourself, or waste valuable time.
You can also try using program designed to create SaaS sales propositions. This can save you valuable time that you can spend developing relationships with prospective customers as well as closing deals.
If you want to try common tools such as Google Sheets or Excel for this, we suggest using a tool specifically built for SaaS.
Utilizing a software that is built to help you understand the complexities of SaaS propositions is the most effective way to sell SaaS. Luckily, there is a one specific tool that does just that.
Interactive Quotes is a customized pricing software that can streamline the whole SaaS sales proposal procedure. You no longer have to sit at your desk concentrating time focused on a single proposal With Interactive Quotes, you are able to create or send proposals and keep track of them online, at any time. The idea is to take the whole procedure described in this article and makes it available to you at fingertips.
Begin with Interactive Quotes for free.
