What is a SaaS Sales Proposal Have? -
The much-dreaded SaaS sales proposal.
Be honest--you probably dread the thought of writing out the SaaS sales plan, playing on the pricing strategy in search of the right words to impress your buyer. It's not fun at all. Plenty of salespeople feel similar to you as a lot of them fall short and don't make a convincing proposition, it's an opportunity for you to stand out and make a sale.
An effective SaaS sales proposal typically comes following a request from a customer that they're looking for the specific service. Some organizations use straightforward template templates to create their sales proposals, while others put together extensive documents that break down every detail of the deal. We at a.m. recognize that the legalities and best practice differs in each situation.
You can also reduce the amount of work and confusion involved in SaaS sales proposal development through the use of pricing grids. Pricing grids are a sales tool that could be sent to potential buyers prior to creating the final sales plan. In essence, it lets prospective buyers to select what they would like. After they've selected the cost they prefer The account manager gets informed and is able to put the proposal together that matches EXACTLY with what the buyer is looking for.
In this post this article, we'll show how to follow step-by-step the steps to writing SaaS sales propositions that are consistently able to close deals faster. However, before discussing the things to put within your proposal, we'll review some of the pre-proposal procedures that should take place.
After that, we'll go over each part of the proposal for sale:
- Cover Page
- About Us
- Problem (your prospects' issue or challenge)
- Solution (your company's solution)
- Case Studies & Testimonials
- Team (key executives and team members)
- Contract (e.g., terms and agreements, the scope of work, etc.)
Let's get started!
Pre-Proposal Prepared
A great sales proposal shouldn't come as a shock.
This should be the next logical step in your conversations with your prospect. This is why we urge account managers to utilize pricing grids before writing proposals. In addition, there are a few key questions that you'll want to ensure you answer before writing the proposal:
- Why is it that the potential buyer wants the product you're offering? What problem is the prospect trying to solve? In order to write an effective sales proposal You must understand your prospects' pain points and the results they're seeking. It will allow you to offer solutions that are tailored to your prospect's needs.
- Are they considering any alternative options? If so, why are they considering those options Knowing what competitors are offering and how your SaaS solution differs can aid you in dealing with issues before they occur. If you've spent the time to study your prospect's pain points You can discuss the ways in which your SaaS solution is better suited to meet their needs prior tosending your sales proposal.
- What is their budget? It's nearly impossible to write an effective proposal without knowing the client's budget. Ideally, you'll get this information during the process of conducting a pre-qualification with the prospective customer. If you don't know their budget, you can ask. Be sure to wait before you write the proposal until you've received the answer. You can then eliminate applicants who aren't a good fit.
- Who signs the proposal? Who will be the final decision-maker When you speak to your prospect, find out who the decision-makers in charge are and then who is the final person to be the one to sign the contract. This can help make sure that you're in contact with the entire group of parties necessary to close the deal.
- What's the procedure for purchasing? Certain organizations, such as the schools or governments have a formal procurement process that is tailored to their specific environments, while other companies may not have formal procedures for acquiring new goods or services. Being aware of your potential buyer's internal procurement procedure will allow you to determine the best steps in closing the deal, such as including all the data that they require within the proposal, including ROI analyses and project plans, timeframes as well as legal and stipulations. If you can include all of the information they require in order to sign off and you'll be closer to concluding the transaction.
Writing Your Proposal
Once you've answered all these questions at the pre-proposal phase, it's time to start writing! Some tips to follow prior to starting:
- Keep your proposal to 1-2 pages. The typical executive or other key decision maker is very busy, and could also have an extremely short attention span. Make sure to keep it short.
- Utilize a straightforward language. Cut jargon that may be difficult for people to comprehend. Simplicity is your friend in writing your sales proposal.
For your reference to keep in mind, here are the eight most typical sections in a successful SaaS 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 teammates on your team)
- Contract (e.g. Terms and agreements, scope of work, etc.)
Remember that the outline you've created isn't set on a stone. Consider it as a general guideline to utilize as a basis and modify as you feel appropriate.
- What's in a Proposal Cover Page?
The cover page should include the title that the proposition is based on, the name of the client, the proposal delivery date as well as the name of the person who submitted it (you). It is possible to personalize the cover page by including the client's logo as well.
Though this might seem as a simple task, the fact is that it's frequently overlooked. Adding a cover page to your sales proposal will give it a more polished and professional appearance.
First impressions matter!
Key Takeaways:
- Send your request to the right person.
- Maintain it professional and clean.
- Our Company
Your "About Us" section is an opportunity to briefly introduce your company and convince potential customers that your SaaS product will deliver the results they're looking for.
The process, your current customer base, and your past achievements can increase your credibility and make it clear that you're a company they can trust.
Also, you can list your client's goals within this section by couching them as your objectives, which is exactly what they should be! For instance: "Our goal is to boost the efficiency of company XYZ to 50% within 12 months."
Principal Takeaways
- Present your business, however, keep the introduction short. Your potential customer is more interested in how you can assist them.
- Add information about your business which boost credibility and create confidence.
- Understanding Your Prospect's Issue
This is the point at which we'll get to the meatof this SaaS sales proposal.
"Problem" section (also known as the "Problem" section (often called the "Need" section) is the place where you discuss the current issues and demands. What problems are they facing and can you help?
Give a clear description of all their needs prioritizing them from essential needs to value-adds. List everything that prospects are struggling in, be it efficiency, profit and scaling. A bulleted list will make it easier for them to read.
You don't need to get to the answers at this point . This is your chance to show your prospect that you've listened, to understand their concerns and concerns.
Additionally, it's a great opportunity to paint a grim image of their present state of affairs in order to impress them with the changes you'll be able to show them if they decide to choose the services of your business SaaS solution.
This is a sketch of what this section could appear to
Key Takeaways:
- List the prospective client's needs according to importance (most to least critical).
- Clearly Communicate the Solutions You Give
In order to be simple, we called this part of the sales proposition"the "Solution," but "How We Work" as well as "How We Provide" are also popular title for this part.
These are questions that you can use to help you write at this stage:
- What is my distinct value proposition?
- What features in my SaaS product will be most useful to me and my customer?
- What are my most important outputs and deliverables?
- In what timeframe do they anticipate to see these results?
For instance: "Integrating our software will assist in automating your fulfillment and reduce your expenses by 10 percent or more within a twelve-month timeframe."
This means that you're outlining your solution and the results that you deliver. This has been said many times already, but this is worth repeating: You want to paint a picture of how your SaaS solution can benefit them.
Concentrate on the prospect. The SaaS could have thousands of options, however just a few could benefit this specific potential customer. In your proposal, focus on the features that offer most worth. One more time to those behind:
Be sure to keep your eyes on the prospect.
Also, you should include your plan for the project, its timelines, and value-adds, plus an outline of the implementation process. This is particularly important in bigger enterprise-sized deals as implementation may be a long process that can take months or weeks.
Finally, it is possible to provide additional details requested by your prospect within this section or even in an appendix. (Scroll back to pre-proposal preparations if you need a refresher!)
Key Takeaways:
- Present your SaaS service, along with the goals you can help them achieve. Make it clear!
- Include timelines for the project and deliverables, milestones, Value-adds, and any other details that can speed up closing the process.
- Include Great Case Studies & Testimonials
Your proposed solution may be exactly what your prospect wants, but they'll want more than your assurance that you'll deliver.
Use testimonials from customers or case studies as well as any other material that illustrates your product can deliver outcomes. Doing so adds an enormous amount of trustworthiness to your SaaS service and your company.
- According to the findings of a Nielsen research, 66% of customers trust online reviews. review.
- Quotes and testimonials boost conversion to 34%, according to Sumo.
Naturally, including case studies and testimonials to your pitch can greatly improve your odds of closing the deal. Be sure to take care not toskip this part.
Social Proof is a psychological phenomenon where people conform to the actions of others under the assumption that their actions reflect the correct behavior.
Key Takeaway:
- Social proof and case studies can be crucial in convincing people that you have the ability to deliver.
- Display The Team That Will Be Working With The Client
This section is a great way to present your business's top managers and employees who would be involved in the account.
Provide a short description of every team member, along with an image of the team member professionally.
Principal Takeaway:
- Put faces to the project with bios and photographs of key executives from the company and team members.
- Add Your Contract
The contract should be included in your sales offer to allow your customer to sign the deal right away. The details regarding how to create the contract here. (Contact your attorney to get advice on this front.)
The key takeaway is to take advantage of the enthusiasm of your prospect and make the contract signable immediately!
Principal Takeaway:
- To expedite the close to speed up the closing, you should include your contract or legal agreement in the proposal and make it signable.
The Wrapping Up
Writing sales proposals which consistently close SaaS sales requires effort, and yes, effort. But when you adhere to the principles described above, you'll be well on your way to successfully closing SaaS deals.
Here's a recap of the most crucial selling proposal rules:
- Keep your proposals to just 1-2 pages.
- Do not write your proposal until you've determined the target's budget.
- Make your request known to the appropriate person who will make the final decision.
- Make sure to keep information about your personal firm to a minimum. Instead, focus on your prospects.
- Outline your prospect's needs.
- Make sure you know ways you can assist them to meet their objectives and obtain the results you want.
- Add case studies and other testimonials for credibility and social proof.
- Attach a contract and create a signable version.
What is the most effective way of approaching these steps?
The most common mistake people make is copying and cutting and pasting the list on a sticky note and following it each time they have to make an idea...
But there's no need to create another burden for yourself or waste valuable time.
Try using program that can populate SaaS sales pitches. This saves you critical time you could be spending nurturing relationships with prospects and closing sales.
While you can try using typical tools like Google Sheets or Excel for this, we suggest using the tool designed specifically for SaaS.
Using a tool inherantly built to help you understand the complexities of SaaS suggestions is the ideal method to market SaaS. Luckily, there is a certain tool that will do just that.
Interactive Quotes is a custom pricing software that can streamline the whole SaaS sales proposal process. There's no need to be in your office focusing to just one proposal -- using Interactive Quotes you can design or send proposals and keep track of them from anywhere, anytime. This basically takes all the procedure described in this article and makes it available to you at access.
Begin with Interactive Quotes for free.
