What should every SaaS Proposal for Sales Include? -
The dreaded SaaS sales pitch.
Be honest--you probably dread the idea of making an SaaS sales pitch, fiddling with the pricing plan and trying to figure out the right words to convince your customer. This isn't a lot of fun. A lot of sales professionals feel similar to you as a lot of them drop the ball and fail to create a compelling proposal, this is the perfect opportunity to make an impact and make a sale.
A successful SaaS sales proposal typically comes after a client has indicated that they're interested in the specific service. Certain companies use simple templates for their proposals and others create comprehensive documents which detail each aspect of the sale. We recognize the law and good practice differs in each situation.
However, you can cut down on the amount of work and confusion that is involved in SaaS sales proposals with the help of pricing grids. The pricing grid is an instrument for sales that could be sent to potential buyers prior to putting together the final sales plan. It allows the potential buyer to pick what they want. When they have selected the amount which is in line with their requirements, the account executive is notifying them and they can put together a plan that is EXACTLY with the expectations of the buyer.
In this blog this article, we'll show how to follow step-by-step how to compose SaaS sales pitches that will consistently make sales more quickly. Before we discuss what you should include within your proposal, we'll review some of the pre-proposal preparations that need to take into.
Then we'll dive into each part of the sales proposal:
- Cover Page
- About Us
- Problem (your potential customer's issue or issues)
- Solution (your business's solution)
- Case Studies & Testimonials
- Team (key leaders and members of the team)
- Contract (e.g. the terms and agreements, the scope of work, etc.)
Let's get started!
Pre-Proposal Préparations
A great sales proposal shouldn't come as a shock.
It's the next logical step in your conversations with your potential client. We strongly recommend account executives to use pricing grids prior to sending proposals. Additionally to that, there are some crucial questions you'll need to ensure you answer before writing the proposal:
- Why is it that the potential buyer wants to buy what you're selling? What issue is the prospective buyer seeking to resolve? In order to write an effective sales proposal, you have to be clear on your prospect's issues and what outcomes they're looking for. This can help you provide options that are specifically tailored to your prospect's needs.
- Are they looking at other options? If so, why they thinking about those choices Knowing what 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 study the issues your prospects face, you can address the ways in which your SaaS solution can be better to satisfy their requirements beforesending your sales prospectus.
- What's the budget of their company? It's nearly impossible to create a proposal without knowing your client's budget. Ideally, you'll collect this information while interviewing the prospective client. If you're not sure of their budget, you can ask. Be sure to wait before you write the proposal until you've received the answer. You can then eliminate applicants who aren't a good fit.
- Who will sign the deal? Who is the ultimate decision-maker? As you talk with the prospect, you should know who the key decision-makers are and the person who will ultimately sign the deal. This will help you to ensure that you're communicating to all parties needed in order to conclude the transaction.
- What's the process for procuring? Certain organizations, such as the schools or governments have a formal procurement process in order to accommodate their unique environment, while others might have more informal processes to acquire new products or services. Understanding your prospect's internal procurement process will help you make the right decisions to close the deal--for example, including all the information that they require in the proposal, such as ROI analysis projects, plans for project execution, timelines as well as legal and stipulations. If your proposal contains everything they require in order to sign off and you'll be closer to closing the deal.
Making Your Proposal Draft
Once you've answered all these questions in the pre-proposal phase, it's time to begin writing! A few tips before you start:
- Make sure your proposal is limited to two pages. A typical executive or person in charge of making decisions is very busy and may also have a short attention time. Make sure to keep it short.
- Make use of a simple words. Cut jargon that people might not understand. Simple is the best in creating your sales pitch.
As a reminder Here are eight typical sections in a successful SaaS selling proposal:
- Cover Page
- About Us
- Problem (your prospects' problem or challenge)
- Solution (your business's solution)
- Case Studies / Testimonials
- Team (key executives as well as teammates on 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 guideline to utilize as a basis and adjust as you see fit.
- What is a Cover Page Proposal?
The cover page should contain the title of the proposal, as well as the name of the client as well as the date the proposal was delivered 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.
Although this step may seem like a no-brainer, it's often missed. Adding a cover page to your sales proposal will give it a more polished and professional look.
It's all about first impressions!
Principal Takeaways
- Address your proposal to the correct individual.
- Make sure it is clean and professional.
- About Us
Your "About Us" section gives you the chance to introduce your business briefly and convince the prospect that your SaaS solution will provide what they're expecting.
Providing a description of your process, client base and past successes will increase the credibility of your company and show that you're a company they can trust.
Also, you can list your client's goals in this section by framing them in terms of your objectives, which is exactly what they should be! Examples: "Our goal is to improve the productivity of Company XYZ at 50% in twelve months."
Principal Takeaways
- Then, introduce your business but keep it brief--your prospect cares more about how you can help them.
- Add information about your business that add credibility and inspire trust.
- Understanding Your Prospect's Issue
This is the point at which we'll get to the the meatof what is the SaaS sales proposition.
"Problem" section (also known as the "Problem" section (often called the "Need" section) will be where you can address the client's present challenges and demands. What are the issues they're facing which you could help them with?
Write a succinct description of all their needs, prioritized from critical needs to value-added features. Write down everything your prospect is struggling with, whether that's productivity, revenue, profitability or scaling. The list can be bulleted to make it simple for your prospect to comprehend.
It's not necessary to dive to the answers right now . This is the chance to demonstrate to your prospective client that you've listened and that you are aware of their issues and concerns.
Moreover, it's a chance to paint a grim picture of their current circumstances in order to wow them with the improvements you'll be able to show them if they decide to choose the company's SaaS solution.
This is a sketch of how this section might look like:
Key Takeaways:
- List the prospective client's needs in order of priority (most crucial to least important).
- Simply Communicate The Solution You Offer
In order to be simple for simplicity, we referred to this section of the sales pitch"the "Solution," but "How We Do It" as well as "How We Provide" are also popular titles for this section.
Here are some questions you can use in order to assist you with writing during this point:
- What is my distinct selling point?
- Which features of my SaaS product will be most useful for my potential customer?
- What are my primary results and deliverables?
- Within what timeframes can they expect the outcomes?
For instance: "Integrating our software will aid in automatizing your fulfillment processes and reduce your expenses by 10% in an expected 12-month period."
That is, you're describing your solution, and the benefits you can deliver. We've stated this several times before, but this is worth repeating: You want to paint a picture of how your SaaS product will benefit users.
Focus on your prospect. It is possible that your SaaS could have thousands of functions, but only a few may benefit this specific potential customer. In your proposal, focus on the aspects that will provide the most worth. One more time to those who are behind you:
Make sure to concentrate on the potential.
It is also important to add your project plan, timelines as well as value-adds. You should also include an overview of the entire implementation procedure. This is especially important for bigger enterprise-sized deals as it could take weeks or months.
Lastly, you may want to include additional information requested by the prospect in this area, or even in an appendix. (Scroll back to the preparations for your pre-proposal if you need a refresher!)
Key Takeaways:
- Present your SaaS solution, including what goals you are able to assist them in achieving. Don't be vague!
- Include timelines for the project, deliverables, milestones, value-adds as well as any additional information that will expedite closing the process.
- Include Great Case Studies & Testimonials
Your solution might just be what your customer is looking for, but they'll need more than your assurance that you'll meet their needs.
Include customer testimonials as well as case studies, and other material that proves that you are able to achieve positive results. It adds a tremendous amount of credibility to your SaaS business and product.
- According to the findings of a Nielsen study, 66% of people trust online user reviews.
- Testimonials and quotes boost conversions by 34%, according to Sumo.
Needless to say, adding case studies and testimonials to your pitch can greatly increase your chances of getting the contract signed. It is important to take care not toskip this part.
Social Proof can be described as a psychological phenomenon in which people follow other people's actions under the assumption that the actions reflect the correct conduct.
The Key Takeaway
- Social proof and case studies can be crucial in convincing people that you have the ability to provide.
- Demonstrate The Team Who is Working With The Client
In this section, you can introduce your company's key leaders as well as team members who will be involved in the account.
Include a description for each team member along with a professional photo.
The Key Takeaway
- Put faces to the project by including bios and photos of company leadership and key team members.
- Include Your Contract
The contract should be included within the sales pitch in order for your potential buyer to take the contract and sign it immediately. This article won't go into detail on how to draft the contract. (Contact your attorney to get advice on this front.)
The key takeaway is to take advantage of the enthusiasm of your potential client and make the contract signable immediately!
Key Takeaway:
- To expedite the close to speed up the closing, you should include your contract or legal agreement in the document and sign it.
wrapping It All Up
The creation of sales propositions which consistently close SaaS sales requires effort, and yes, effort. But when you adhere to the principles discussed above, you'll soon be on your way to successfully closing SaaS agreements.
This is a summary of the most important selling proposal rules:
- Keep your proposals to just 1-2 pages.
- Write the proposal only after you've determined the target's budget.
- Send your suggestion to the appropriate individual.
- Limit the details you provide about your firm to a minimum. Instead, focus on the prospect.
- Outline your prospect's needs.
- Make sure you know ways you can assist them to achieve their goals and get the results you want.
- Use case studies and testimonials for credibility and social evidence.
- Attach a contract and allow it to be signed.
What is the most effective strategy to go about these tasks?
One of the biggest mistakes users make is copying pasting this list to a sticky note and adhering to it every time they need to create a proposal...
However, there's no need to make another burden for yourself or waste valuable time.
You can also try using program designed to create SaaS sales propositions. This will save you time that you can spend developing relationships with prospective customers as well as closing deals.
If you want to try common tools such as Google Sheets or Excel for this, we suggest using a tool specifically built for SaaS.
Utilizing a software that is built to support the intricacies of SaaS suggestions is the ideal method to market SaaS. Luckily, there is a certain tool that will do exactly that.
Interactive Quotes is a custom pricing proposal tool that streamlines the entire SaaS sales proposal procedure. You no longer have to sit at your desk concentrating time to just one proposal -- using Interactive Quotes you can design, send and monitor proposals from anywhere, anytime. This basically takes all the process outlined in this post and makes it available to you at fingertips.
Get started with Interactive Quotes for free.
