I think that every sales manager will agree with me that a competently drafted commercial offer is one of the components of business success. Many offers constantly pass through the hands of customers, but for some reason, it’s one of hundreds that makes a decision in favor of this supplier of goods. Although very often it is clearly seen from the outside, that the company chosen by the client is no different from the others in terms of its conditions or in the quality of the goods . Why is this happening? Yes, the whole point is that the employees of the selected enterprise know how to make a commercial proposal that will work on its own. And we are talking about those proposals that are designed for all possible consumers - both those with which the company has already collaborated, and brand new ones.
Here are the general rules for making a commercial proposal, which should be remembered not only by the supply manager, but also by the director of the enterprise.
Determine why the client chooses us?
The answer to this question should be the meaning of the commercial offer. Without a clear understanding of the features and sales strategies, it is impossible to understand how to make a commercial offer . Look at the product descriptions, highlight the main.
List all the benefits
Only by highlighting the features of a particular product, you can make a working commercial offer. Now we need to translate these features from the production language into the language of a simple buyer.
For convenience, there are several points by which any potential customer evaluates the goods. These are the conditions for the production of goods, the peculiarities of their sale, delivery, and, of course, guarantees for both wholesale and retail consumers. If any of the aspects is not evident in the recorded benefits, then the list should be supplemented.
Sell an idea
Review carefully formulated sentences and try to get away from the description to the method of application. If you need to sell a new innovative item, focus on the features of its application. If this is a traditional product - it is necessary to highlight the well-known characteristics.
Rate the quality of the resulting commercial offer
Now it is necessary to evaluate how significant each of the items listed is for any client. It will immediately become clear that there are key positions, but there are minor ones. We put the key ones at the head of the list, and the insignificant ones at the end. Sometimes it’s not very clear what will be key for the client, and what will leave him indifferent. Therefore, there are three ways to evaluate how to make a quotation in the best way.
- Assessment of specialists. For this, several options for a commercial offer are compiled. Next, a survey is conducted among the sales managers of the enterprise itself and partner firms. The best of these offers comes to light.
- Evaluation of regular customers. You send out different variants of a commercial offer to existing partners and see which one has caused the greatest response.
- Assessment of new customers. Here the newsletter goes to new firms.
In addition to the rules, it must be remembered that work on a serious commercial offer cannot be completed in one day. To create it, it will take an average week: one to two days to compile and three to four days to evaluate and select the optimal result. This period must be taken into account when working. If you plan to sell perishable goods, then how to make a commercial proposal, you need to think ahead of time.
These simple rules will allow you to make effective commercial offers that can work on the planned result. Thanks to such a combined scheme, a text appears that is capable of selling any product itself.