The economy is picking up, but enterprises that don’t present themselves in the best possible light may not be able to capitalise on the uplift.So how should businesses best present themselves to customers? Here are my top tips to seal the deal with your next sales proposal: 1. Be clear about your prices Don’t leave your customers squinting at the small print. Whether it is your website or a pamphlet, be up-front and transparent with all included prices and no hidden costs. Honesty is the best policy. Make any additional charges clear at the outset, along with the rationale. Customers value honesty above all – even if the price is too high for them today, your reputation will go before you tomorrow. 2. Be proud of your prices Your stock, services and effort do not come free. Indeed, it is most unusual for customers to make purchase decisions based on price alone. Be clear about why you charge what you charge. Whether it is convenience, quality, service, choice or dependability, find your value-add – be prepared to defend it; wear it on your sleeve all day, every day. 3. Bring clarity to your packages In making your pricing clear, it should all be completely evident within one minute of reading your proposal how much your different services cost. Your business likely has several different service tiers, so it is essential that your range of packages is presented in an easily-digestible format. 4. Deal with the exceptions Some customers are unique: a small percentage of them will have requirements outside of your typical packages. Be sure to cater to them by including an addendum covering any services outside standard arrangements. This shows that you are willing to fully understand customers’ every need and are prepared to think outside the box to satisfy them.
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