What Should Every SaaS Proposal for Sales Include? -
The dreaded SaaS sales pitch.
Be honest--you probably dread the idea of creating the SaaS sales pitch, fiddling in the pricing structure and trying to figure out the right words to convince your buyer. There's nothing fun about it. Many salespeople are similar to you, and since so many drop the ball and do not create a compelling 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 the specific service. A few companies employ simple template templates to create their sales proposals, while others put together lengthy documents that detail every detail of the deal. We at a.m. recognize that the law and good practice differs in each situation.
You can also reduce the complexity and the guesswork associated with SaaS development of sales proposals through the use of pricing grids. The pricing grid is an instrument for sales that you can send to prospects prior to putting together an actual proposition. In essence, it lets prospective buyers to select the price they'd like to pay. Once they select the price which is in line with their requirements The account manager gets informed and is able to put together a proposal that aligns EXACTLY with the expectations of the buyer.
In this article this article, we'll show you, step by step how to compose SaaS sales proposals that consistently will close sales faster. However, before discussing the things to put in your proposal, let's look at some pre-proposal preparations that need to take into.
We'll then dive into every aspect of the proposal for sale:
- Cover Page
- About Us
- Problem (your potential customer's issue or issues)
- Solution (your business's solution)
- Case Studies & Testimonials
- Team (key executive and team members)
- Contract (e.g., terms and agreements, scope of work, etc.)
Let's get started!
Pre-Proposal Preparations
An effective sales pitch should not be a surprise.
This should be it's the next step that's logical during your interactions with the prospect. We strongly recommend account executives to use pricing grids prior to making proposals. In addition, there are a few important questions you'll need to ensure you answer before writing the proposal:
- What is the reason why someone would want to buy what you're selling? What issue is the prospective buyer seeking to resolve To write an effective sales proposal You must know your prospect's problems and results they're seeking. This can help you provide solutions that are tailored to your prospect's needs.
- Are they considering other options? If so, why are they looking at those alternatives Knowing what competitors offer and the ways in which your SaaS solution is different can aid you in dealing with concerns before they become. In addition, since you've taken the time to understand your prospect's pain points, you can address what aspects of your SaaS solution will be more suited to meet their needs prior tosending your sales prospectus.
- What's your budget? It's nearly impossible to create an effective proposal without knowing the client's budget. Ideally, you would get this information during the process of interviewing the prospective client. If you don't know their budget, ask. Don't move forward with writing the proposal until you've received the answer. Also, you may eliminate applicants who aren't a good fit.
- Who signs the proposal? Who decides the deal When you speak to your prospect, find out who the decision-makers in charge are and who ultimately will decide to accept the proposal. This can help make sure that you're in contact with the entire group of parties necessary to close the deal.
- What's the process for procuring? Certain organizations, such as the universities or government agencies use a formal process for procurement in order to accommodate their unique contexts, whereas other businesses might have more informal processes to acquire new products or services. Knowing your prospective client's procurement procedures will enable you to take the proper steps to conclude the transaction, for instance including all the data you need in your proposal like ROI analysis and project plans, timeframes and legal requirements, for example. If your proposal contains all of the information they require to be able to accept and you'll be closer to concluding the transaction.
Writing Your Proposal
When you've finished answering all these questions in the pre-proposal phase, it's time to start writing! Some tips to follow prior to starting:
- Make sure your proposal is limited to two pages. A typical executive or decision-maker is extremely busy and may also have limited attention time. Make sure to keep it short.
- Make use of a simple terminology. Cut jargon that isn't understood by the general public. Simple is the best when making your sales proposition.
As a reminder Here are eight typical sections in a successful SaaS selling proposal:
- Cover Page
- About Us
- Problem (your potential customer's issue or issues)
- Solution (your solution for your company)
- Case Studies / Testimonials
- Team (key executives and team members on your team)
- Contract (e.g., terms and agreements, the scope of work, etc.)
Be aware that the outline you've created isn't set on a the stone. Think of it as a general outline that you can take as a base and adjust as you see fit.
- What is a Cover Page Proposal?
The cover page should contain the title of the proposal, the client's name as well as the date the proposal was delivered and the submission's name (you). It is possible to personalize the cover page by including your logo of your client.
Although this step may seem like a no-brainer, the fact is that it's frequently overlooked. A cover page added to your sales pitch will make the proposal a polished and professional look.
It's all about first impressions!
Principal Takeaways
- Send your request to the appropriate person.
- Keep it clean and professional.
- About Us
Your "About Us" section gives you the chance to briefly introduce your business and convince the prospect that your SaaS product can deliver the outcomes they're seeking.
Providing a description of your process, customer base, and your past achievements could boost your credibility and show that you're a company they can trust.
You can also list out your client's goals within this section, by defining them as your goals--which they should be! Example: "Our goal is to improve the productivity of Company XYZ by 50% in 12 months."
Key Takeaways:
- Present your business, be brief, as your prospect cares more about how they can benefit from your services. them..
- Provide information about your business which boost credibility and create confidence.
- Understanding Your Prospect's Problem
This is the point at which we'll get to the meatof what is the SaaS sales proposition.
"Problem" section (also known as the "Problem" part (often called the "Need" section) will be where you can address the client's present challenges and needs. What are the issues they're facing which you could help them with?
Write a succinct list of their every need prioritizing them from essential needs to value-added features. Write down everything your prospective client is having trouble in, be it efficiency, profit, scaling, etc. An organized list makes it easy for them to understand.
You don't need to get involved in the solution just yet . This is an opportunity to prove to your prospect that you've listened and to understand their concerns areas.
Moreover, it's a chance to create a negative depiction of their current situation in order to impress them with the changes that they'll experience if they select the company's SaaS solution.
We've mocked up an example of how this area could be like.
Principal Takeaways
- List the prospective client's needs by importance (most to least critical).
- Simply Communicate The Solution You Provide
To make it easier We titled this portion of the sales pitch the "Solution," but "How We work" and "How We Perform" are also popular title for this part.
Here are some questions you can use in order to assist you with writing at this stage:
- What is my unique advantage?
- What features in my SaaS product are most beneficial for my potential customer?
- What are my most important deliverables and outcomes?
- Within what timeframes will they see to see these result?
For instance: "Integrating our software will aid in automatizing your fulfillment processes and decrease your costs by 10 percent or more within a twelve-month timeframe."
In other words, you're describing your solution, and the results that you deliver. It's been mentioned many times already, but this is worth repeating: You want to paint a picture of the way your SaaS solution can benefit them.
Make sure you are focusing on your potential customers. Your SaaS may have hundreds of features, but only a handful may be beneficial to this particular prospective customer. Your proposal should focus on the features that offer the most benefit. One more time to those behind:
Make sure to concentrate on the potential.
You also want to include your plan for the project, its timelines, and value-adds, plus an overview of the entire implementation procedure. This is crucial for large enterprise transactions since the process of the implementation process can take weeks or months.
In the end, you might want to add additional information required by your prospect in this section, or even in an appendix. (Scroll back to pre-proposal preparations to refresh your knowledge!)
The most important takeaways are:
- Present your SaaS solutionand the goals you can assist them in achieving. Don't be vague!
- Include project timelines, deliverables, milestones, value-adds and any requested details that can speed up the closing process.
- Include Great Case Studies & Testimonials
Your proposed solution may precisely what the prospect is looking for, but they'll be looking for more than your assurance that you'll provide.
Add customer testimonials or case studies as well as any other content which shows you can drive results. It adds a tremendous degree of credibility to your SaaS service and your company.
- According to an Nielsen research, 66% of customers trust online reviews. reviews.
- Testimonials and quotes boost conversions by 34 percent According to Sumo.
Naturally, including examples and testimonials in your proposal can dramatically increase your chances of concluding the transaction. It is important to make sure you don'tskip this stage.
Social Proof is a psychological phenomena in which individuals conform to other people's actions under the assumption that the actions reflect the correct conduct.
The Key Takeaway
- Social proof and case studies are essential to convince people that you have the ability to be a success.
- Demonstrate The Team Who is Working With The Client
In this section, you can identify your organization's most important managers and team members who will work on your account.
Give a brief description of each member of the team, as well as an official photo.
Key Takeaway:
- Put faces to the project by including bios and pictures of key executives from the company and team members.
- Attach Your Contract
The contract should be included within the sales pitch so that your prospect can sign the deal right away. The details on how to draft the contract. (Contact your attorney for advice on this matter.)
The key takeaway is to capitalize on the excitement of your prospect and have the contract signed immediately!
Key Takeaway:
- In order to speed up the closing process for the fastest closing legal contract in your 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 when you adhere to the principles described above, you'll get on the path to successfully closing SaaS sales.
Here's a recap of the most important sales proposal guidelines:
- Make sure your proposal is limited to two pages.
- Do not write your proposal until you've determined the prospective's budget.
- Make your request known to the right individual.
- Make sure to keep information about your personal firm to a minimum. Instead, focus on the potential customers.
- Define the requirements of your potential customer.
- Be specific about how you can help them meet their objectives and obtain outcomes.
- Add case studies and other testimonials for credibility and social evidence.
- Attach a contract and make it signable.
What is the most effective strategy to go about these tasks?
The most common mistake people make is copying and pasting this list to a sticky note and adhering to it every time they need to create a proposal...
There's no reason to do more work for yourself, or waste valuable time.
Try using program designed to create SaaS sales proposals. This will save you time to spend building relationships with potential customers and closing sales.
If you want to try typical tools like Google Sheets or Excel for this task, we would recommend the tool designed specifically to work with SaaS.
A tool that has been designed to assist in the complex requirements of SaaS propositions is the most effective approach to promote SaaS. There is particular tool that can do exactly that.
Interactive Quotes is a customized pricing software that can streamline the entire SaaS sales proposals process. You no longer have to sit at work focusing to just one proposal -- with you can create or send proposals and keep track of them from anywhere, anytime. It essentially takes the entire process outlined in this post and puts it at your control.
Get started by using Interactive Quotes for free.
