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10 Ways to Make your MFP & MPS Proposals Standout!

 

Over the years, I've encountered a plethora of both subpar Copier and MPS proposals and exemplary ones.

The significantly inferior proposals far outnumber the exceptional ones. You've likely come across them—what we commonly refer to as "hack proposals": exceedingly vague, providing only a price per month with no mention of delivery, installation, return procedures, training, support, or network installation.

As much as we strive to directly reach decision-makers, there are occasions when access to them eludes us, and we must submit proposals to gatekeepers.

What distinguishes your proposal from the rest?

  1. Ensure impeccable grammar and spelling, with no misspelled words, incorrect model numbers, or abbreviations. Abbreviations can convey laziness, implying a lack of effort in composing a comprehensive proposal, which could lead the decision-maker to perceive you as lazy or not fully invested in the task at hand.

  2. Incorporate action items, including value propositions, a comprehensive list of features, and benefits tailored to the prospect.

  3. Highlight a lockout solution or feature. A thorough assessment may yield solutions or features that set you apart. Clearly articulate how your solution or feature benefits the prospect—for instance, by addressing security concerns associated with unclaimed prints and safeguarding personal information.

  4. If quoting multiple systems, consider including a floor plan illustrating existing systems alongside those to be relocated, replaced, or retired.

  5. Detail the prospect's current expenses and juxtapose them with projected replacement costs, highlighting potential savings.

  6. For leasing customers, furnish comprehensive leasing information, encompassing various term options. Offer flexibility by providing quotes for multiple models, allowing the customer to select the most suitable option.

  7. Include a detailed Scope of Work (SOW), outlining both what the customer can expect from you and your expectations of them. This is particularly critical when upgrading or assuming leases not within your portfolio.

  8. Visual aids such as pictures can enhance the narrative. Consider including images of the systems or available options.

  9. Cover letters serve as a professional touch, reinforcing your company's commitment to professionalism.

  10. Emphasize that proposals are non-binding. Alongside the proposal, include a completed order form, maintenance agreement, and lease documents. To demonstrate your dedication, consider including "sign here" sticky notes, conveying your expectation of the order.

Remember, your proposal represents not just a product or service but also your company and yourself. Make it easily digestible with larger fonts and highlight key points. Ensure printed materials are of impeccable quality, and present the proposal in a format that suits your comfort level, be it a folder or binder.

Good luck with your sales endeavors.

-=Good Selling=-

If you like something I've posted please feel free to click the "like" button!

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Comments (10)

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Jeff:

 

No yellow highlights here, however I did correct a few things and thanx for the heads up. As far as misspelled words, yup I going to have them every now and then.  I try to make sure there are none, but there are times when many slip through. I'll try and do a better job, as far as grammar.... well, that's another story. When you work full time selling copiers and devote three hours a night to the web site every night, I do tend to get weary.

 

Appreciate your comments. 

THE SECOND THING YOU STATE IS “NO MISPELLED WORDS” (see item number 1) Please see the yellow highlights of your article below.



Thanks for the article. The content is fantastic, even though it contains poor spelling and grammar!



Jeff Glass

Division Sales Manager - TPM





Over the years I've seen a lot of really bad Copier and MPS proposals and some very good ones.



The very bad ones far outweigh the very good ones. You've seen them, we call the, "hack proposal", very vague, a price per month, nothing about delivery, install, return, training, support, network installation, etc.

AS much as we always try to get in front of the decision maker(s) there are many times when we just can't get the access to the DM and we have to submit a proposal to the gate keeper that will then forward the proposal for a decision.

What can make your proposal stand out from all of the others?

1. Make sure the proposal is perfect, no misspelled words, no wrong model numbers and no abbreviations. I'd like to point out that abbreviations can make you seem lazy because you didn't take the time to type out the entire words, and this can be seen as taking shortcuts, the last thing I want is the DM thinking is that I'm lazy or not putting the full effort in on something as simple as a proposal.

2. Action items which can include value points, list of features and benefits to the prospect.

3. A lockout solution/feature, if you did you an awesome assessment you'll probably have one or two solutions or features that will make you stand out. Make sure that you spell out what your solution or feature is going to do for them (whats's in it for them) such as: "On our assessment we noticed that there are many prints being left on the copiers and printers that are never picked up, in addition these documents have personal information on them. Our device agnostic Print Secure software will eliminate those pages being left on the printers and copiers, and in additional all of the pages that are printed will have a banner on the document stating who printed that document."

4. If you have multiple systems to quote, why not add a floor plan showing the existing systems and what systems will be moved, replaced or retired.

5.Out line the prospects existing costs and then present the expected replacements costs along with any savings.

6. If the customer is leasing, provide them with all of the leasing information, 24, 36, 48 and 60 month lease terms (unless the customer has specified that they only want you to quote a certain term)
.
7. Include a SOW (scope of work), what they can expect from you and what you expect of them (this is especially crucial when upgrading or buying out leases that are not in your portfolio).

8. Pictures can help tell a story, add a picture of the system or even pictures of the options.

9. Cover letters are always a great way to show them that you and your company is professional in everything that you do.

10. Proposals are just that, nothing binding! Along with the proposal present them with a filled out order form, maintenance agreement and lease. If you're really committed add your sign here sticky notes and them that you expect the order!

Remember that you are presenting you, your company and your manufacturer on a piece of media, make it easy to read (larger fonts), highlight key points of the proposal, make sure the prints are perfect (no shading, spots, or banding), present in a folder, binder whatever you feel comfortable with.





Jeff Glass

Canon Division Manager

864-271-4770

Greenville, SC 29607

JeffGlass@tpm.com

[TPM, Inc]

Great stuff Art.

 

I'd like to add a couple more..

 

#11 Include a "Current Issues Discovered" page that points out the customer's problems/implications found during your investigation appointment.

 

#12 Make sure your Feature/Benefit page is directly related to your customer's business. For example, law firms would benefit from Searchable PDF (OCR) because they can search for text within a scanned litigation or legal document. Engineers on the other hand would find little value in Searchable PDF. Ideally these features solve the "pain points" you discovered and wrote out in your "Current Issues Discovered" page.

 

#13 Have a page dedicated to service, such as technicians' years of experience, highlight genuine OEM parts, etc.

 

#14 Include the customer's company logo at the top right of your cover page or ideally on every page of your proposal. It looks professional and makes the customer feel good.

 

#15 Get the next step!! If they don't sign right then and there, invite them to come in for a demo at your office.

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