One of my clients compiled the assessment/proposal template shown below for a prospect he was working with. I think it is a good tool to use when presenting a proposal, using different colors in an easy to read semi-graphical format. This client happens to be in the IT business, but it could be used in any industry you sell to. As you read through it don’t get bogged down by the jargon relating to his market segment, but rather look at it as a tool you would customize for use with your customers and prospects. This would be something you would present after your initial inspection/assessment when it’s time for presenting a proposal. A tool like this shows that you LISTENED to the prospect and took the time and effort to cobble together a SOLUTION to their pain.
When covering this information with a prospect/customer, start at the top by verbalizing the positive things you discovered about their current situation. This will help get the conversation off to a good start by not dissing every system and procedure in their business.
Then move on to the next section and talk about the warning signs you uncovered. This allows you to address certain items where you might upsell but may not solve the most urgent problem they have (notice they could use more memory which was not essential, but this is a nudge to upgrade).
From this section transition and discuss the real risks and issues you are there to address. By highlighting these the customer can see that you understand their real issues and identify with their pain. Additionally by covering the positive and the negative, you’ve also shown you have a complete understanding of their situation and the surrounding circumstances.
Finally offer your recommendations. This is where you show your actual quote and say something like, “Here is how we are going to implement those solutions.” When covering the quote sheet, show how each line item solves a problem.
Following the quote page you might want to put an options page which provides pricing to address some of the warnings from the Warnings section. Whether the prospect acts on these now or at a later time, you are on record with them and stand a better chance they will use your company regardless when they do this work.
So there’s an idea for you, a simple one page template option you can customize to keep your assessment results and recommendations short and simple. This is a great example of less being more!
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Project Overview Statement
Project Name: Prospect Name – Type of Assessment (i.e. IT, Environmental, HVAC, etc.)