For those of us who started marketing recently on a new product or service, there’s one major issue we are often faced with. When should we send proposals?
It’s about context! Many at times, people send proposals for the wrong reasons and in most cases, people send appeals, begging to get jobs.
Don’t give out too many discounts! Your prospects would think you’re selling off old stock.
A proposal is a more literal way of opening a bid. In fairly simple terms, it explains what you’re bringing to the table.
For every new product or service you offer, you must advertise to get the best patronage. There are many cost-cutting ways e.g. referrals, word of mouth, affiliate marketing, etc.
When you eventually get customers, let them follow similar products or services but don’t SPAM them. You don’t like that either.
Speaking of customers; not every situation requires a proposal but to explain this better, here is a list of what you should send to people and when:
- Build a showcase in Adverts to an audience to attract Followers (people who would like your business and care to know more).
- Send newsletters via emails or blog posts on your offerings to Followers to attract Leads (people who would indicate interest through opt-in).
- Send Emails, SMS or call Leads to confirm their interest and get to know better through Surveys.
- Send Proposals to give Leads your offer to them and include Estimates to let them bargain.
- Send Invoices to your Leads who are Prospects after successful bargains to advice them on how to pay.
- Give Receipts when you get paid and follow up with a service introduction.
- Always provide some level of support to customers by keeping in touch, even though you might not owe them a premium support package.
If you take a second look at this, you won’t find the need to send an appeal. If there should be an appeal, it should be from a customer.
Do everything you can to get the patronage of a Lead through bargains but don’t offer a price you cannot sustain.
If you often come across Leads that don’t like your prices, probably because they are high, it’s your turn to educate them on:
- Why your prices are that high.
- How they can get started on a small scale (you can partner with an MSME for this).
- When they can grow to afford your prices.
Lost leads often come back when they were previously well informed before leaving. However, always make a conscious effort to review your prices.
People often hope to get the same old value, cheaper in the future. It’s your job to be better so they can choose to pay more.
Are you getting ready to write proposals today? Get your Leads first. Then you can send in proposals to turn them to Prospects.
Have a great day ahead!