When you reach a deal’s proposal stage, you’re on the right track. You’ve sourced the right products and built trust with the prospect. However, if you send over a clunky proposal document that’s confusing or buried in email threads, it doesn’t help move the deal along.
An interactive proposal, on the other hand, engages prospects and gives them confidence to move forward. Rather than a static PDF, an interactive proposal creates a hands-on experience. In a PandaDoc post, marketing leader Rachel Balsallie explains that this kind of proposal is designed for prospects to interact with it. From viewing pricing options to watching embedded media, she says interactive proposals are a much more dynamic way to drive sales.
What goes into creating an interactive sales proposal? We share her step-by-step guide in this issue of PromoPro Daily.
Start with discovery data. Before you build, she advises gathering key details such as client goals, timeline and budget range. This helps you tailor the proposal to what matters most.
Choose the right template. Balsillie says a good template includes a cover page with your logo and the prospect’s name along with an executive summary tailored to their needs. It should also include pricing and optional extras as well as terms and next steps.
Add interactive pricing. This lets prospects compare products, options and packages or add services themselves. According to Balsillie, this self-service experience turns your sales proposal into a mini quote builder.
Embed multimedia and ROI visuals. Keep things engaging by adding a personalized message from a promo pro or a quick video showing a product. Balsillie recommends using video and visuals to explain value and not just features.
Enable eSignature and payment. Make it easy for the prospect to say yes by adding eSignature fields and payment options directly into the proposal.
Preview on mobile and desktop. Since prospects may view your proposal on their phone in between meetings, be sure you test it on different screen sizes.
Send and track engagement. Once it’s ready, you can send the proposal. Then, Balsillie says you should use analytics to review who opened the proposal, what sections they viewed and how long they spent on each section.
An interactive sales proposal not only looks polished but cuts down on the back and forth. It gives prospects the flexibility to review, choose options and sign on their own time. This means you’re responding to real signals and closing deals more efficiently.
Compiled by Audrey Sellers
Source: Rachel Balsillie is a senior product marketing manager at PandaDoc. Her expertise includes product marketing, growth marketing and strategic GTM initiatives.
