The purpose of this article is to outline the elements of a comprehensive sales package for copywriters. This includes things like written sales proposals, presentation materials, and follow-ups. In order to do this effectively, we will discuss common objections that buyers have had and how to overcome them. We will also highlight several successful case studies of companies that have used the comprehensive sales package approach successfully.
The Sales Proposal
For any business-to-business (B2B) sale, the first point of contact is almost always going to be a sales proposal. This is the document that you’ll use to frame the discussion of terms and conditions, and to start the contractual relationship. In a sense, the sales proposal is like the rough draft of the contract. It provides the framework for the negotiations that will follow. An expertly written sales proposal will not only frame the conversation in a logical and cohesive manner, but it will also serve as the basis for follow-up correspondence. Therefore, it’s vital that you take the time to plan and write a strong sales proposal that will compel the attention of the reader.
The Presentation Materials
When you’re marketing a new product or service, one of the most important aspects of your sales effort is the information that you provide to the consumer. This involves everything from online product demos and brochures to slick sales presentations and irresistible offers. In the course of selling your product or service, you’ll need to present your case to the buyer. To do this effectively, you’ll need to prepare adequate presentation materials. These should include everything from slides to bibliography. They should be concise, yet comprehensive enough to make your case. Presentation materials are especially important for B2B sales, where the buyer will almost certainly receive a deluge of information, and you must have all available data in front of them at all times during the sales process.
According to contract law, once the contract is finalized, you have an obligation to provide ongoing support and services to the customer. This entails everything from responding to any requests for information, providing updates about your company, and ensuring that the customer is satisfied with the performance of the product or service. In order to do this effectively, you are going to need to engage with the customer on a regular basis. For this reason, it is vital that you put in place adequate post-contractual follow-up procedures. These should include things like an email list, conference calls, and a contractually-mandated renewal at the end of the term. If a customer is not yet wholly convinced that your product or service is the best solution for them, it’s essential that you retain the services of a qualified copywriter to draft a marketing plan, and then follow it through with a series of carefully-worded letters and emails.
As you can see, there are several key components to a successful sales effort. The first step is to plan out a strategy, and then to develop the necessary materials to carry it out. These include the sales proposal, the presentation materials, and the follow-ups. Make sure to work through each step, and you’ll be able to implement a repeatable process that will result in more sales. Good luck!