Do you know the classic tale about the growing company and its successes? This is exactly how the vast majority of business proposals begin; attacking the client in the flood of direct mailings. How can you distinguish yourself from the competition in the eyes of the customer? The Salesopedia website offers some tips.
1. Attract with the first page
Your client is much more interested in the ability of the product you offer to satisfy his needs rather than a description of your company. Engage him from the very first page. Capture the client's situation, his goals and his values. This approach does more to attract the client and proves you have a clear understanding of his situation and needs.
2. Subtitles visually simplify the offer
Realize that the client gives very little time and attention to your offer. If it is confusing, he will not want to read it and search for information. Therefore, highlight important points with headlines that make your text easier on the eyes.
3. Support your arguments
Include different testimonials and endorsements that support your argument. However, be careful they are not included on the first page in order not to distract attention from the main text. References should additionally support key points, not play them down. Therefore, use them carefully.
4. Reduce risks
Most new clients will certainly hesitate to use your offer, especially if they do not know you. Also pay attention to the potential risks, and offer your customers the option of refunds and other guarantees in case of dissatisfaction or problems with delivery.
5. Be brief
As already mentioned, no one has time to read lengthy offers. Therefore, your business proposal should contain a maximum of 3-4 pages. Capture only relevant information. All non-essentials are always possible to explain later.
6. Provide a specific call to action
Providing a contact number for the transaction or clarifying information is too easy. Offer a specific appeal for action. You can write the client in the conclusion that you will call him next week to discuss the offer.
7. P. S.: Use it
According to research, a large majority of customers read supplements to sales offers. Here, you should ideally include supporting arguments helping to solve the client's needs.
This approach is suitable not only for classic direct mailings, but also when dealing with a potential client who is interested in further information. Instead of an ordinary brochure, send him a proposal that he simply cannot refuse!
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