What is a SaaS Sales Proposal Have? -
The dreaded SaaS sales proposal.
Be honest--you probably dread the thought of writing out the SaaS sales pitch, fiddling in the pricing structure in search of the right words to convince your buyer. This isn't a lot of fun. Many salespeople are exactly like you do, and since so many drop the ball and fail to make a convincing proposal, this is an opportunity to stand out and make a sale.
An effective SaaS sales proposal typically comes when a customer has stated that they're looking for a specific solution. A few companies employ simple template templates to create their sales proposals, while others put together lengthy documents that detail each detail of the offer. We recognize the law and good practice differs in each situation.
You can also reduce the amount of work and confusion associated with SaaS development of sales proposals with the help of pricing grids. The pricing grid is an instrument for sales that is available to prospective buyers before you put together the final sales plan. In essence, it lets prospective buyers to select the price they'd like to pay. Once they select the price that fits their needs The account manager gets notifying them and they can put the proposal together that matches EXACTLY with what the buyer is looking for.
In this post in this post, we'll tell you, step by step, how to write SaaS sales propositions that are consistently able to will close sales faster. Before we discuss what to include within your proposal, we'll look at some pre-proposal preparations that need to take place.
We'll then dive into 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 executive and team members)
- Contract (e.g. the terms and agreements, the scope of work, etc.)
Let's get started!
Pre-Proposal Préparations
A well-crafted sales plan shouldn't come as a shock.
This should be the next logical step when you're talking to your potential client. This is why we urge account executives to use pricing grids prior to making proposals. Additionally there are a few important questions you'll need to make sure you can be able to answer prior to writing your proposal:
- What is the reason why someone would want the product you're offering? What is the issue the buyer is looking to address To write an effective sales proposal You must know your prospect's problems and outcomes they're looking for. This can help you provide specific solutions to the specific needs of your customer.
- Are they considering other options? If so, why they looking at those alternatives knowing what other companies offer and the ways in which your SaaS solution differs can help you handle potential objections before they arise. If you've spent the time to learn about your potential customer's needs, you can address the ways in which your SaaS solution can be better to satisfy their requirements beforesending your sales prospectus.
- What is the budget of their company? It's nearly impossible to draft an effective proposal without knowing the client's budget. Ideally, you would gather this information when you're interviewing the prospective client. If you're not sure of their budget, ask. Don't move forward with writing the proposal until you've received the answer. You can then disqualify prospects that 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 key decision-makers are and the person who will ultimately be the one to sign the contract. It will to ensure that you're communicating with the entire group of parties necessary in order to conclude the transaction.
- What's the process for procuring? Certain organizations, such as the government or educational institutions use a formal process for procurement that is tailored to their specific environments, while other companies might have more informal processes to acquire new products or services. Understanding your prospect's internal procurement procedure will allow you to take the proper steps in closing the deal, such as, including all the information you need in your proposal including ROI analyses, project plans, timelines, legal stipulations, etc. If you can include everything they require to be able to accept and you'll be closer to closing the deal.
Drafting Your Proposal
Once you've answered all these questions at the pre-proposal stage, you're ready to start writing! Some tips to follow prior to starting:
- Keep your proposal to 1-2 pages. A typical executive or person in charge of making decisions is very busy and may also have limited attention span. Be brief.
- Make use of a simple terminology. Cut jargon that isn't understood by the general public. The simple way to write is the most effective in creating your sales pitch.
To help you remember, here are 8 common sections of a winning SaaS sales pitch:
- Cover Page
- About Us
- Problem (your prospect's problem or challenges)
- Solution (your solution for your company)
- Case Studies / Testimonials
- Team (key executives and members of your team)
- Contract (e.g., terms and agreements, the scope of work, etc.)
Remember that the outline you've created isn't set on a the stone. Think of it as a general outline to utilize as a basis and modify as you feel fit.
- What is a Proposal Cover Page?
The cover page must include the name of the proposal, the client's name, the proposal delivery date as well as the name of the person who submitted it (you). The cover page can be personalized page by adding the logo of the client as well.
While this may appear to be a no-brainer, the fact is that it's often missed. A cover page added to the sales proposition will give the proposal a polished and professional appearance.
First impressions matter!
The most important takeaways are:
- Make sure to send your message to the appropriate person.
- Make sure it is clean and professional.
- About Us
Your "About Us" section provides a chance to briefly introduce your business and convince prospective customers that your SaaS product can deliver the outcomes they're seeking.
Describing your workflow, current customer base, and your past achievements will increase the credibility of your company and show that you're a company they can trust.
You can also list out the goals of your client in this section, by defining them in terms of your goals, which they ought to be! For instance: "Our goal is to increase productivity at Company XYZ by 50% within twelve months."
The most important takeaways are:
- Present your business, be brief, as your client is interested in the ways you can assist them..
- Include facts about your company which boost credibility and create confidence.
- Understanding Your Prospect's Issue
Okay, here's where we'll get to the the meatof what is the SaaS sales proposition.
The "Problem" area (often called the "Need" part) is the place where you discuss your client's current challenges and requirements. What issues are they experiencing that you can help with?
Provide a concise list of their every need, prioritized from critical needs to value-added features. Write down everything your prospective client is having trouble to overcome, including the efficiency of their business, its revenue or profitability, scaling, etc. The list can be bulleted to make it simple for your prospect to read.
It's not necessary to dive into the solutions at this point . This is your chance to show your potential client that you've listened, to understand their concerns points.
Moreover, it's a chance to paint a grim picture of their current state of affairs so that later you can wow them with the improvements they'll see if they choose your company's SaaS solution.
Here's a mockup of how this area could look like:
The most important takeaways are:
- List the prospective client's needs in order of importance (most to least critical).
- Clearly Communicate the Solution You Provide
To make it easier We titled this portion of the sales proposition the "Solution," but "How We Work" as well as "How We Provide" are other commonly used names for this section.
Here are some questions you could ask yourself in order to assist you with writing during this point:
- What is my distinct value proposition?
- What features in my SaaS product will be most useful to me and my customer?
- What are my primary results and deliverables?
- What time frame can they expect these result?
Like: "Integrating our software will aid in automatizing your fulfillment processes and reduce your expenses by 10 percent or more in an expected 12-month period."
That is, you're explaining your plan of action and the benefits you deliver. We've stated this several times before, but it's worth repeating yet again: You want to paint the picture of the way your SaaS product can help users.
Focus on your prospect. It is possible that your SaaS could have thousands of features, but only a few may benefit this specific potential customer. Your proposal should focus on the features that offer most worth. One more time to those in the back:
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 overview of the implementation procedure. This is crucial for bigger enterprise-sized deals as the implementation process can be a long process that can take months or weeks.
Finally, it is possible to include additional information requested from the prospective client in this section, or even in an appendix. (Scroll back to pre-proposal preparations if you need a refresher!)
Key Takeaways:
- Tell the world about your SaaS solutionand what goals you are able to help them achieve. Don't be vague!
- 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 need more than your assurance that you can meet their needs.
Include customer testimonials as well as case studies, and other material that illustrates your product can deliver outcomes. This adds a huge degree of credibility to your SaaS product and company.
- According to an Nielsen study, 66% of consumers trust online customer feedback.
- Quotes and testimonials boost conversion by 34 percent, according to Sumo.
Needless to say, adding examples and testimonials in your pitch can greatly improve your odds of concluding the transaction. Be sure to notskip this step.
Social Proof can be described as a psychological phenomena in which individuals conform to other people's actions under the assumption that their actions reflect the correct behaviour.
Key Takeaway:
- Case studies and social proof are crucial for convincing your potential customers that you are able to deliver.
- Showcase The Team That Will Be Working With The Client
Use this section to present your business's top executives along with team members who will be involved in the account.
Give a brief description of each team member along with an image of the team member professionally.
Principal Takeaway:
- Give faces to the project by including bios and photos of key executives from the company and team members.
- Include Your Contract
It is important to include the contract in the sales proposal in order for your potential buyer to sign the deal right away. We won't get into details regarding how to create the contract. (Contact your attorney to get advice on this matter.)
It is important to make the most of the excitement generated by your client, and to make the contract signable as soon as possible!
Key Takeaway:
- In order to speed up the closing process to speed up the closing, you should include your contract or legal document in the document and sign it.
Wrapping It Up
The creation of sales propositions that are consistently successful in closing SaaS deals requires intentionality and yes, effort. But if you implement the guidelines described above, you'll be on your way to consistently close SaaS agreements.
Here's a brief summary of the top sales proposal guidelines:
- Limit your proposal to 1-2 pages.
- Do not write your proposal until you've established your target's budget.
- Direct your proposal at the correct person who will make the final decision.
- Make sure to keep information about your personal company to a minimum--focus on the potential customers.
- Define the requirements of your potential customer.
- Make sure you know how you can help them reach their goals and achieve outcomes.
- Use case studies and testimonials for credibility and social evidence.
- Attach a document to the contract, and create a signable version.
So what is the best method to approach these issues?
One of the biggest mistakes people make is copying and paste this list onto a sticky note and following it each time they are required to write a proposal...
There's no reason to do more work for yourself, or to waste your time.
You can also try using program that can populate SaaS sales propositions. This saves you critical time that you can spend building relationships with potential customers and closing deals.
Although you could try typical tools like Google Sheets or Excel for this task, we would recommend a tool specifically built to be used with SaaS.
Using a tool inherantly built to support the intricacies of SaaS propositions is the most effective method to market SaaS. There is certain tool that will do just this.
Interactive Quotes is a customized pricing proposal tool that streamlines the entire SaaS sales proposal process. No more sitting in your office focusing to just one proposal -- With Interactive Quotes, you are able to create or send proposals and keep track of them at any time, from anywhere. The idea is to take the whole procedure described in this article and puts it at your access.
Get started by using Interactive Quotes for free.
