Short YouTube training by Chris Peterson advising system integrator salespeople that the best way to deliver a proposal is to present it in person first and then hand over the written proposal. He recommends scheduling an in-person review appointment early in the proposal process, persistently requesting that meeting, and only emailing the document as a last resort.
Foreign. So what's the best way to deliver a proposal? Should you send it in FedEx or UPS? Should you email it? Should you just mail it? Hand deliver it? None of the above. The best way to deliver a proposal is to present the proposal first and then give the proposal to your prospective customer. Now, this is hard because most customers just want you to email it to them and I'll get back to you after I've reviewed it. So in order to increase the probability of getting this appointment, which, by the way, will not happen every time, but if you can get half of them, you're in great shape. Start having a discussion early. Early on. Okay, we're going to generate this proposal. It should take us 10 days, maybe two weeks to get everything done. When can you meet? On Tuesday the 14th at 11:30 so we can go through it. Start at that point when you get closer to getting it done. Reach out to them. Hey, we'll be done in a couple of days. When can you meet and keep driving until at the very end, you know you have no choice, but you've got to send it to them, maybe via email. Try to get in front of them to present it in every way you can. The value of doing that for them and for you is over the top. But your customer usually will not want to do that because they'd rather just review it on their own. Go for it, get in front of them and present your proposals.
