What is a SaaS sales proposal include? -
The most feared SaaS sales proposal.
You probably shudder at the thought of making an SaaS sales plan, playing with the pricing plan and trying to figure out the right phrases to persuade the customer. There's nothing fun about it. A lot of sales professionals feel exactly like you do, and since so many drop the ball and fail to create a compelling proposal, this is an opportunity for you to stand out and close the deal.
An effective SaaS sales prospectus typically arrives following a request from a customer that they're looking for an specific product. Certain companies use simple designs for their proposals however others design lengthy documents that detail every detail of the deal. We at a.m. recognize that the law and good practices differ in every situation.
However, you can cut down on the complexity and the guesswork associated with SaaS development of sales proposals by using pricing grids. A pricing grid is an effective sales tool could be sent to potential buyers prior to putting together the final sales proposition. It allows the potential buyer to pick what they want. When they have selected the amount that fits their needs, the account executive is notifying them and they can put together a plan that is EXACTLY with the expectations of the buyer.
In this article, we're going to tell you, step by step the steps to writing SaaS sales propositions that are consistently able to will close sales faster. Before we discuss what to include within your proposal, we'll examine some of the preliminary steps that must be taken place.
We'll then dive into each section of the sales pitch:
- Cover Page
- About Us
- Problem (your prospects' issue or challenge)
- Solution (your company's solution)
- Case Studies & Testimonials
- Team (key leaders and members of the team)
- Contract (e.g. the terms and agreements, scope of work, etc.)
Let's get started!
Pre-Proposal Preparations
A great sales proposal shouldn't come as a shock.
It's that next step to take during your interactions with your potential client. That's why we strongly encourage account executives to make use of pricing grids prior to making proposals. Additionally, there are a few key questions that you'll want to ensure you answer before writing the proposal:
- Why is it that the potential buyer wants the product you're offering? What issue is the prospective buyer trying to solve To write an effective sales proposal it is essential to be clear on your prospect's pain points and the desired outcomes that they're hoping for. It will allow you to offer options that are specifically tailored to the specific needs of your customer.
- Are they looking at other options? If yes, what are the reasons they considering those options? Understanding what your competitors offer and the ways in which your SaaS solution differs from them can aid you in dealing with concerns before they become. And, because you've taken the time to learn about the issues your prospects face You can discuss how your SaaS solution is better suited to address their requirements beforesending the sales pitch.
- What's their budget? It's nearly impossible to draft a proposal without knowing your client's budget. Ideally, you'll collect this information while conducting a pre-qualification with the prospective customer. If you're not aware of their budget, you can ask. Be sure to wait before you write the proposal until you have an answer. You can then eliminate applicants who aren't a great match.
- Who signs the proposal? Who decides the deal When you speak to the prospect, you should know who the decision-makers in charge are and then who is the final person to sign the deal. This will help you ensure that you're communicating with all the parties required in order to conclude the transaction.
- What is the procurement process? Some organizations such as universities or government agencies have a formal procurement process that is tailored to their specific contexts, whereas other businesses may have less formal processes to acquire new products or services. Knowing your prospective client's procurement procedure will allow you to take the proper steps to conclude the transaction, for instance including all the data they need right there in your proposal such as ROI analysis, project plans, timelines, legal stipulations, etc. If you can include everything they require for them to approve, you'll be that much closer to concluding the transaction.
Writing Your Proposal
Once you've answered all these questions at the pre-proposal stage, it's now time to start writing! Some tips to follow before you start:
- Limit your proposals to just 1-2 pages. The typical executive or other person in charge of making decisions is very busy and may also have a short attention time. Keep it brief.
- Make use of a simple language. Cut jargon that may be difficult for people to comprehend. Simplicity is your friend in writing your sales proposal.
To help you remember to keep in mind, here are the eight most elements that make up a winning SaaS sales proposal:
- Cover Page
- About Us
- Problem (your prospect's problem or challenges)
- Solution (your solution for your company)
- Case Studies / Testimonials
- Team (key executives as well as members of your team)
- Contract (e.g. Terms and agreements, the scope of work, etc.)
Be aware that this outline isn't written on a bricks and mortar. Consider it as a general outline that you can take as a base and adjust as you see fit.
- What is a Proposal Cover Page?
The cover page should contain the title for the proposed proposal. It should also include the client's name and the date of delivery and the submission's name (you). You can personalize the cover page by including your logo of your client.
While this may appear as a simple task, it's often missed. The addition of a cover page the sales proposition will give an elegant and professional appearance.
First impressions matter!
Principal Takeaways
- Address your proposal to the correct person.
- Maintain it professional and clean.
- About Us
Your "About Us" section provides a chance to introduce your business briefly and convince prospective customers that your SaaS product can deliver the results they're looking for.
Providing a description of your process, clients and previous successes will increase the credibility of your company and suggest that you are a company they can trust.
Also, you can list your client's goals in this section by framing them as your goals--which they should be! Examples: "Our goal is to increase productivity at Company XYZ to 50% over the next twelve months."
Key Takeaways:
- Introduce your company, but keep it brief--your prospect cares more about how you can assist them.
- Include facts about your company to boost your credibility and increase confidence.
- Understanding Your Prospect's Problem
Alright, this is where we'll get to the substanceof what is the SaaS sales pitch.
"Problem" section (also known as the "Problem" section (often called"Need" section) "Need" part) is the place where you discuss the current issues and needs. What are the issues they're facing that you can help with?
Provide a concise outline of their requirements prioritizing them from essential needs to value-adds. List everything that your prospect is struggling to overcome, including efficiency, profit and scaling. The list can be bulleted to make it easier for them to comprehend.
You don't need to get involved in the solution at this point . This is your chance to show your prospective client that you've been listening, that you are aware of their issues areas.
Additionally, it's a great opportunity to draw a dark picture of their current circumstances so that later you can wow them with the improvements they'll see if they choose your company's SaaS solution.
We've mocked up an example of how this area could appear to
Key Takeaways:
- The needs of the potential client should be listed according to importance (most crucial to least important).
- Simply Communicate The Solution You Provide
For simplicity's sake We titled this portion of the sales proposal"Solution. "Solution," but "How We Do It" and "How We Deliver" are also popular names for this section.
Here are some questions you could ask yourself in order to assist you with writing in this phase:
- What is my distinctive advantage?
- Which aspects of my SaaS product would be the most helpful to my prospect?
- What are my primary outputs and deliverables?
- In what timeframe do they anticipate the result?
As an example: "Integrating our software will help automate your fulfillment process and cut costs by 10% over a 12-month time frame."
This means that you're explaining your plan of action and the benefits you deliver. We've stated this several times already, but this is worth repeating The goal is to draw a picture of the way your SaaS product can help users.
Make sure you are focusing on your potential customers. The SaaS may have hundreds of features, but only a few may help this specific potential customer. When presenting your idea, concentrate on the aspects that will provide the most benefit. One more time to the folks who are behind you:
Make sure to concentrate on the potential.
Also, you should include your plan for the project, its timelines, and value-adds, plus an outline of the implementation procedure. This is crucial for large enterprise transactions since the process of implementation may take weeks or months.
In the end, you might want to provide additional details requested by the prospect within this section or even in an appendix. (Scroll back to pre-proposal preparations to refresh your knowledge!)
The most important takeaways are:
- Tell the world about your SaaS service, along with what goals you are able to aid them to achieve. Make it clear!
- Include project timelines as well as milestones, deliverables and value-adds as well as any additional details that can speed up closing the process.
- Include Great Case Studies & Testimonials
Your solution might be exactly what your prospect wants, but they'll need more than the promise you'll provide.
Include customer testimonials as well as case studies, and other material that proves that you are able to achieve outcomes. It adds a tremendous amount of trustworthiness to your SaaS product and company.
- According to the findings of a Nielsen research, 66% of customers trust online reviews. review.
- Quotes and testimonials boost conversion up to 34 percent According to Sumo.
It is no surprise that adding case studies and testimonials to your pitch can greatly improve your odds of closing the deal. It is important to take care not toskip this step.
Social Proof is a psychological phenomenon where people conform to the actions of others under the assumption that the actions reflect the correct behaviour.
Key Takeaway:
- Case studies and social proof are crucial for convincing the prospect that you can be a success.
- Display The Team That is Working With The Client
Use this section to introduce your company's key executives as well as team members that would work on your account.
Provide a short description of each team member along with an official photo.
Principal Takeaway:
- Give faces to the project with bios and photographs of the company's top executives and team members.
- Add Your Contract
It is important to include the contract within the sales pitch to allow your customer to immediately sign it. We won't get into details about how to write the contract in this article. (Contact your lawyer for guidance regarding this issue.)
It is important to capitalize on the excitement of your prospect and have the contract signed as soon as possible!
Principal Takeaway:
- In order to speed up the closing process to speed up the closing, you should include your contract or legal contract in your document and sign it.
wrapping It All Up
Making sales pitches which consistently close SaaS agreements requires a lot of effort and, yes, effort--but if you implement the guidelines discussed above, you'll soon be well on your way to successfully close SaaS sales.
Here's a recap of the top tips for a successful sales pitch:
- Make sure your proposal is limited to two pages.
- Write the proposal only after you have established the target's budget.
- Send your suggestion to the right individual.
- Make sure to keep information about your personal company to a minimum--focus on the potential customers.
- Write down the needs of your prospective customer.
- Make sure you know ways you can assist them to achieve their goals and get the results you want.
- Add case studies and other testimonials for credibility and social evidence.
- Attach a contract and allow it to be signed.
So what is the best way of approaching these steps?
One of the biggest mistakes individuals make is copying and pasting this list to the back of a notepad, and then adhering to it every time they have to make a proposal...
There's no reason to do additional work for yourself or to waste your time.
Try using software built to populate SaaS sales proposals. This will save you time to spend developing relationships with prospective customers and closing sales.
If you want to try typical tools like Google Sheets or Excel for this, we suggest using an application specifically designed to work with SaaS.
Utilizing a software that is built to help you understand the complexities of SaaS proposals is the best approach to promote SaaS. It is fortunate that there exists certain tool that will do just that.
Interactive Quotes is a unique pricing proposal tool that streamlines the whole SaaS sales proposals process. You no longer have to sit in your office focusing focused on a single proposal With Interactive Quotes, you are able to create or send proposals and keep track of them from anywhere, anytime. This basically takes all the process outlined in this post and places it at your fingertips.
Get started with Interactive Quotes for free.
