It's simple:
Get to the point, which is price. Anyone you're selling to want to know what the price is...don't make them search for it in the back of your proposal. Lead with it. Give your customer the information they want first, and then back it up with your supporting detail.
I got a proposal from a potential new vendor this week and the price was buried in the middle of page 11 of a 12 page proposal. I spent more time looking for the price than I did reading the whole proposal.
I know you want to sell it to me. But don't make me hunt for your information.
But there has to be some kind of compromise, at least w/the presentation, doesn't there? For the price-conscious like yourself, a product or service that is high-quality, & maybe higher price, might not seem worth it at all if you know the price first. But if a salesperson presents the product or service first, then you might get an idea in your head of what it's worth. Then when you get that idea in your head of what it should be worth, the salespersons number is presented, and if it fits he gets the sale. If not, then maybe negotiations begin. Either way, "getting to the point" & showing price first might not be needed if you actually had a relationship with the salesperson.
Posted by: Jonathan Hernandez | March 11, 2006 9:04 PM | Permalink to Comment