The document outlines a structured approach to improving proposal processes, emphasizing the importance of high-quality proposals for winning business. It provides step-by-step guidance on creating effective proposals, including key components such as a cover letter, executive summary, and detailed service descriptions. Finally, it highlights the necessity of understanding client needs through specific questions to enhance proposal outcomes.

1. How to Reinvent
your Proposals Process

2. Your proposal is a reflection of
the quality your
company will deliver.

3. If you submit a bad proposal,
you’ll have very little chance
of winning the business.

4. What is your closing percentage
of your proposals?

5. How long does it take you to
create a proposal?

6. I closed over 80% and
spent less than 15 minutes
creating proposals.

7. Asking questions
•
•
•
•
What do they want?
When do they want it?
Who is the decision maker?
What is their measurement of success?

8. BUDGET ?
Don’t leave
MONEY on
the Table!

9. Current
12 Month Success
?
X
The GAP

10. What is there biggest
challenge of getting there?

11. Ask specific questions
If they wanted to sell more on their website….
•
•
•
•
•
•
•
How many people are coming to your site now?
How are you driving traffic to the site now?
How many are buying?
How many are abandoning the cart?
Do you have any campaigns to current customers?
Do you have any campaigns to non-converted campaigns?
What does the current sales process look like?

12. What if questions
What do you think if we…
• Started to drive traffic through PPC?
• Developed code that would give them a last minute
offer if they abandoned the site early?
• Developed a campaign to your current customers?
• Developed a campaign to non-converted campaigns?

13. Do you think that this is a good
plan that would enable you to
achieve your goal?

14. “Proposals is similar to a phone #. If you
don’t have the phone # in the right
order, you won’t reach anyone.”
!
Jason Swenk

15. Step 1 - Cover Letter
• Explain you understand their
problem.
• Briefly describe what kind of
company you are.
• Ask for feedback.
• Excited about partnership.

16. Step 2 - Cover Page
• Design matters.
• Client logo.
• Date and expiration of
proposal.
• List key partnerships if
applicable.

17. Step 3 - Executive Summary
1.
2.
3.
4.
5.
6.
State two obvious facts that the client would know is true.
Restate what they want the most.
Describe why they want it. The big benefit.
Briefly define what they are going to get
Describe how it is going to work.
Explain to them that you have researched and you have the
experience they are looking for.
7. Address any concerns.

18. Step 4 - Your Services & Deliverables
1.
2.
3.
4.
Categorize services into sections.
Be very descriptive in each. Methodology & process
Add images.
List out all the deliverables. ie. How many versions or pages
they will get, etc.
5. List out up-sell services and products.
6. List out what is not included.

20. Step 5 - Project Summary

21. Step 6 - About yourself
• Tell them about your company.
• The people that will be involved on the
project.
• Experience.
• Why you exist.
• Awards.

22. Step 7 - Contract & Signature

23. Step 8 - Presentation
Never just lob the proposal
over the fence!

24. FREE Video Training @
http://jasonswenk.com/resources/proposal-template/