why your business proposals are not converting

Jack sat behind his desk picturing himself delivering a perfect presentation in front of his enthralled clients.It’s been one week since he sent a copy of his proposal to his clients and today is the day when his clients were going to give him their answer. He smiled to himself confident that his clients will give him a big “YES”.

As his secretary walks into his office, he sits up in excitement and snatches the envelope she holds out to him. It takes precisely 5 seconds for his dreams to be dashed – his proposal was rejected.

Even if you know how to make a PowerPoint presentation, there’s a far more important hurdle to cross – you need to get your proposal accepted. If you’re like Jack then you might wonder why your proposal was so cruelly rejected.

Just like you, there are several other companies who tendered proposals to your prospective client and there are a number of reasons why your proposal did not fly. To address this problem, I’ve put together 6 reasons why your proposal was not accepted and what you can do to prevent it from happening again.

  1. You Failed To Comply With Your Prospective Client’s Instructions

This is where prospective clients begin their elimination.When your prospects request for a proposal, they mention the details that they would like to see.Sadly, many businesses fail to pay attention to the details of their prospective client’s request and give details that are irrelevant.

Paying close attention to your prospect’s request shows that you’re genuinely interested in the project. When drawing out your proposal, make sure you double check to see if you’re not missing any detail your client asked for.

  1. The Executive Summary Of Your Proposal Is Poor

The executive summary is a clear list of the contents of the proposal. It gives your prospects the chance to know the contents of the proposal at a glance. Where your executive summary is not well-constructed or is shallow, it shows lack of professionalism.

Clearly outline a list of the contents of the proposal, taking special note of the key points that the client would like to see. Make sure that the items in the executive summary have a logical flow.

  1. You didn’t have a clear understanding of your prospective client

Every company has its peculiarities. Just because that company asks you for a proposal, doesn’t mean that the solution you’ll provide will fit your prospect’s peculiar nature.

Having a clear understanding of your client’s market, problems, and setting guide you to tailor your proposal. Show your client that you’ve taken the project and shaped it in a way that meets their situation.

  1. You Didn’t Include Social Proof In Your Proposal

Most clients are risk averse. So you need to try as much as possible to banish any doubt that will stain your credibility and competence to carry out the project.

Social proof makes your proposal more persuasive to your clients. Social proof includes testimonials, reviews from past clients and case studies that help to influence your prospects to want to work with you. Adding social proof to your proposal will help boost your client’s confidence to work with you.

  1. You Gave Too Much Emphasis To The Cost Of The Project

It is understandable that you really want this project, but the proposal is not about you. It is about your client. Constantly focusing on the cost of the project doesn’t make you look attractive to your client. It makes them feel that you are only interested in their money.

Instead of emphasizing the cost of the project, focus on educating your clients on the value that you will give them if they decide to work with you. Clients want to know how your project will solve their problem in the best way possible.

Don’t stop at saying that you will give value. Tell them how you intend to achieve it. Precision shows that you know what you’re talking about.

  1. You Didn’t Let Your Prospective Clients In On The Benefits Of The Project

Most proposals scream “hire me” without giving concrete reasons why. They tell their clients what the proposal is about, how much it costs, why they’ll be great to work with, but fail to mention what’s in it for the client. In short, they miss out on the benefits.

Most times clients recognize they have a problem but they would like to know why your solution is the best and how they would stand to benefit from the business relationship.

Show your clients what they stand to gain if they choose to work with you. Give them the facts and figures that will move them to sign the deals. Tell them about their projected return on investment (ROI), the increased value and prestige the project will give them.