Mistakes in a commercial proposal that turn off customers
Posted: Wed Jan 22, 2025 9:07 am
A commercial proposal combines the main information about a product, its advantages and values. If you draw up a document irresponsibly, the client may refuse to cooperate with you. The founder and head of X-sales lab Alexander Starzhinsky worked with various companies and sales departments in the B2B and B2C segments. The expert has put lithuania telegram database together his disparate experience to tell about the main mistakes in a commercial proposal and how to avoid them.
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Price instead of USP
Sales managers or executive assistants often think that a commercial proposal is something like an estimate listing services. They write a short introduction that looks something like this: "OOO Romashka provides services for IP Podsolnukh." Then they simply indicate the prices for each item.
In today's competitive marketplace, such a description is not enough unless you are selling something exceptional that only your company can do.
First of all, you need to demonstrate a unique selling proposition (USP). This statement describes how your product differs from the goods or services of competitors and why customers should choose your company.
When entrepreneurs try to put too much information into a commercial proposal, it leads to confusion and loss of the main message. To avoid this mistake, add specifics to the description of the goods or services, emphasizing their benefits for the client.
Subscribe to RB.RU in Telegram
Price instead of USP
Sales managers or executive assistants often think that a commercial proposal is something like an estimate listing services. They write a short introduction that looks something like this: "OOO Romashka provides services for IP Podsolnukh." Then they simply indicate the prices for each item.
In today's competitive marketplace, such a description is not enough unless you are selling something exceptional that only your company can do.
First of all, you need to demonstrate a unique selling proposition (USP). This statement describes how your product differs from the goods or services of competitors and why customers should choose your company.
When entrepreneurs try to put too much information into a commercial proposal, it leads to confusion and loss of the main message. To avoid this mistake, add specifics to the description of the goods or services, emphasizing their benefits for the client.