How to make a commercial offer

I think that every sales manager will agree with me that a competently composed commercial offer is one of the components of business success. Through the hands of customers, there are always a lot of proposals, but for some reason one of the hundreds makes you decide in favor of this supplier of the goods. Although very often from the side it can be clearly seen that the company chosen by the client does not differ in any way from its conditions or quality of goods from others. Why is this happening? Yes the whole point is that the employees of the chosen enterprise know how to make a commercial offer, which will work by itself. And we are talking about those proposals that are designed for all possible consumers - both those with whom the firm has already cooperated, and absolutely new ones.

Here are the general rules for drafting a commercial offer, which you need to remember not only the supply manager, but the director of the enterprise himself.

Determine why the customer chooses us?

The answer to this question should be the meaning of the commercial proposal. Without a clear understanding of the features and strategies of sales, understand how to make a commercial offer is impossible. Look at the product descriptions, highlight the main.

Write out all the advantages

Only highlighting the features of a particular product, you can make a working commercial proposal. Now we need to translate these features from the production language into the language of a simple buyer.

For convenience, there are several points on which the product is valued by any potential customer. These are the conditions for the production of goods, the features of its sale, delivery, and, of course, guarantees to both the wholesale and retail customers. If one of the aspects is not traced in the written advantages, then the list should be added.

Sell the idea

Review carefully formulated proposals and try to get away from the description to the way of application. If you need to sell a new innovative item, focus on the specifics of its application. If it is a traditional commodity - it is necessary to allocate all known characteristics.

Evaluate the quality of the resulting commercial proposal

Now it is necessary to assess how important each client is to each of the listed items. It will immediately become clear that there are key positions, and there are insignificant ones. The key is placed at the top of the list, and the minor ones are at the end. Sometimes it is not very clear what will be the key for the client, and what will leave him indifferent. Therefore, you can use three ways to evaluate how to make a quotation in the best way.

1. Evaluation of specialists. For this, several variants of the commercial offer are made. Further, a survey is conducted among sales managers of the enterprise itself and partner firms. The best of these offers are revealed.
2. Evaluation of regular customers. You send different variants of the commercial offer to existing partners and see which one caused the greatest response.
3. Evaluation of new customers. Here the mailing goes to the new firms.

In addition to the rules, it must be remembered that work on a serious commercial proposal can not be completed in one day. It will take an average of a week to create it: one to two days to compile and three to four days to evaluate and select the optimal result. This period must be taken into account when working. If you plan to sell perishable goods, then how to make a commercial offer, you need to think ahead of time.

These simple rules will allow you to make effective commercial proposals that can work for the planned result. Thanks to such a combined scheme, a text appears that is able to sell any product.