The story told at the beginning of the text makes it clear that you need to be very calm and focused when making commercial service proposals. And the truth is that you can't make a service proposal without setting aside some time specifically for it.
In fact, you can and should follow a script, but avoid “rehashing” commercial proposals. Remember that each case is different and your consultative sales proves this, always bringing the best solution for that client.
Here, a warning is worth it: the service provision proposal is very different from the commercial presentation.
The presentation is usually done in PowerPoint. In this document, you explain the important points in detail and make adjustments until you close the sale. Then, you send the service proposal, which is the document that will be signed.
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In fact, depending on the case, it is sometimes worth delivering the commercial proposal for services in person, as the structure of the contracting company gives you greater proximity to the buyer.
And a smart salesperson may even have the service proposal “up their sleeve” to be signed as soon as they finish presenting the PPT to the client. However, it is very difficult for what was presented to be agreed without some adjustments to deadline, scope or price right from the start.
But it's still a good tactic, just be prepared to need to adjust the document before delivering it to the client.
Having clarified this, let’s move on: how to put together a complete commercial service proposal?
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How to put together a complete commercial service proposal in 11 steps?
Read these tips on how to make a service proposal and create the perfect service quote presentation:
have the necessary materials before you start writing;
organize the information;
identify the contractor, the contractor and the service;
make a summary or index;
present your company;
describe the objectives;
explain the methodology to achieve the goals;
detail the scope;
present the schedule;
clarify investment values;
if necessary, include attachments.
See more details about each of these steps below!
1. Have the necessary materials before you start writing
A proper service proposal must be perfectly presented. Does your company have a customized folder or cover for service proposals, with a logo?
It would be a good idea to get one, if you don't have one already. Also, do you use letterhead? It always adds more elegance and shows solidity.