As a business owner, you'll likely find opportunities to offer your services or solutions to potential clients who haven't formally solicited bids. These unsolicited proposals can be challenging but also a great way to find new leads if done right.
Here are some key tips for crafting an unsolicited proposal that stands out from the pack and gets real consideration:
Do Your Homework
Thoroughly research the organisation you're targeting. Learn everything you can about their mission, recent projects, budget trends, pain points, and strategic priorities from their website and other public sources. The more you understand their needs, the better positioned you'll be to customise your proposal accordingly.
Lead With Value Proposition
Don't dive straight into details about your services. Instead, lead with a compelling value proposition highlighting the concrete benefits your solution delivers. Quantify cost savings, efficiency gains, improved outcomes - anything you can measure in dollar terms or other metrics. This shows your solution is strategically aligned with their goals.
Address Potential Objections
For an unsolicited proposal, acknowledge the organisation may not initially be interested in an outside offer. Anticipate concerns like budget constraints or internal preferences and directly address how you'll overcome objections. This builds trust that you understand their perspective.
Draft a Strong Executive Summary
The executive summary is often the only section read initially, so make it count. Concisely summarise benefits, ROI potential, credibility factors, and next steps to grab attention and secure interest in learning more.
Follow Up Strategically
After submitting, follow up respectfully after a week or two. reference any question that arose and express enthusiasm to provide more details. Persistent follow through increases your chances of getting considered.
By doing your homework, customising your value proposition, addressing concerns proactively, and following up strategically, your unsolicited proposal has a far greater shot at piquing real interest and setting you apart from the competition. With the right approach, the possibilities are endless.
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