How To Write Sales Proposals Which consistently close SaaS Deals -
What's the trick to writing sales propositions that will are effective in closing SaaS deals?
In this blog I'll share with you some methods that top sales professionals use to create sales proposals that close SaaS deals. I've compiled this blog post by scouring discussions on sales forums, speaking with AEs and attending demonstrations, and having been at the end of a number of proposals myself.
Based on my study and personal experience this is one of the best techniques for delivering sales proposals that make it easier to close SaaS sales.
Let's go to work.
What is the basis of Great proposals that close SaaS Deals?
Prior to putting together your proposal, you have to know where it fits into the SaaS purchasing cycle. When most people think about sales, they usually think of self-service products that can be accessed through the swipe of the credit card. While a large portion of sales happen via a self-serve experience, many fall into a different category:
What makes a good proposal that closes SaaS deals?
It's sometimes referred to as enterprise.
Sometimes it's called custom.
It's sometimes known as "unlimited".
Whatever you want to refer to it, it's the price grid for buyers who need an individual solution since the alternatives don't meet the needs or wants of their customers.
A few people may yell, "Transparent pricing is better! Nobody wants to see a demonstration!"
But the reality is quite the opposite. Business customers don't really mind demos; in reality, the majority of them are looking forward to them and look forward to seeing how you'll be able to create a solution to meet their requirements.
When a lead has been vetted and the match is evident, it's time for sales to create a proposal. The proposal can be in the form of a pitch or documents There are three essential elements of a proposal every sales professional needs to be thinking about:
- The Opportunity
- The Solution
- The Price
Create A Sketch Of The Opportunity
First thing think about when writing your proposal is what happens once a buyer purchases and then uses the product. Your proposal should focus more on the advantages of your product rather than its actual features. UsersOnboard's staff UserOnboard created the stunning graphic above to help explain the differences. The way they describe it is:
They don't buy things; they are buying better versions of themselves. If you're trying to impress customers, are you listing the attributes of the flower or telling them how amazing it would be to throw a fireball?
In the case of you SaaS product, you're not marketing the various features it offers--you're pitching its better future, which it comes with. For example, Salesforce doesn't sell CRM software; it sells enhanced workflows, accountability information management, efficiency collaboration, productivity and more.
In short, it sells an efficient sales force!
When you write your proposition, make sure you make your potential clients promise an improved future. Explain how you've been able to help other companies achieve that future. Know where your potential customers want to go and draw an image of what you can do to get them there.
This brings us to the next part of a good suggestion...
Provide The Solution without Overwhelming Them
The product you're selling has a lot of awesome features. Customers rave about this one and that one ... as well. this other cool feature always gets people talking ... and then there's the aspect that makes your rivals envy ... and with the latest iteration the product, you've added another 17 functions that are super ingenious...
I'm sure all those attributes are wonderful.
Together, they're single-pitch way to overwhelm your prospect. It's likely that your software has the features you need at an epoch, every one meets a need. How many people do you think open up Word every single day to use all of these options?
EXACTLY!
Similar is the case to your SaaS idea.
Buyers don't have to know everything. They only need to know about the features that will ultimately lead to their goals. Think about the opportunity you're trying to present and highlight the features that will bring that vision to life.
Talk About Price Without Dissuading Potential Buyers
Once you've identified the opportunity your prospects are looking for and the exact strategies that could help them achieve it now is the time to discuss price.
In general you're able to decide on a price point based on past deals, industry norms and your own perception of what is best for the buyer. However, there's a more effective way to increase the chances of closing while establishing a sense of trust.
You know how most sales offers leave clients thinking that they've put money in the wrong place or they could had negotiated more effectively? You can avoid that problem through the use of interactive and intelligent pricing grids. Similar to how you could include a pricing grid that you use on your website to showcase the various plans you offer and also to advertise your plans, you could make use of a customized pricing grid to provide solutions tailored to a single client, like this:
It allows you to provide various options and different pricing points that can be customized to meet the needs of your customers. This is a win-win situation: You will be able to highlight the many benefits of your solution, while your potential buyer is in a position to select a solution that is best suited to their needs.
Once a prospect is ready to commit exactly what they want then they'll click "Approved" in a matter of minutes, you'll be notified that the transaction has been closed. Cha-ching!
Wrapping up Proposals to close SaaS Deals
Three key elements to success to remember when you are selling SaaS services via the "Contact Us" and "Enterprise" box on your pricing page
- Craft a picture-perfect story of what their future will look like when empowered by your product
- Let them know your solution, without spouting the capabilities and complexities of your product
- Navigate the pricing for enterprise conversation without difficulty
Most AE's can expertly handle the first two of these three keys to success. But when it comes to the enterprise price, the results are all over the place. What is the difference between managing the enterprise price conversation and masterfully conducting an enterprise discussioncomes to a classic sales phrase: placing your best foot forward.
Your pricing should easily commmunicate your perfect story of your prospect's future, and should be easy for your client to comprehend and share. If it's challening to describe, explain or share without explanation Your pricing will most likely to turn off potential customers.
My recommendation is to utilize a software specifically designed for handling SaaS pricing. Like you would use Word document software to create reports, or spreadsheet programs to keep track of budgets and numbers, SaaS pricing is its individual beast, and can be best tamed with software entirely built to meet its specific communicate its needs. Incorporating an SaaS pricing tool into your sales processes is a way to craft proposals in a way which close SaaS agreements.
