For most people, rejection is always a hard pill to swallow. Most often than not, potential clients aren’t explicit as to why they turned our offers down. As business owners, we automatically assume that the potential client got turned off by the price schemes we offered; or they might have a better working relationship with a competitor. These reasons may be true; but are these the real reasons why potential clients reject our proposals?
Here are some other possible reasons as to why our proposals get rejected.
Our Business’ Value Proposition to the Client is Unclear
A business proposal is the most important piece of document that we’ll hand over to prospective customers. With this document lies a sweet hope of potentially establishing a long-term partnership. It might also bring about a bitter pill of rejection.
In crafting business proposals, it’s very easy to leave out certain key pieces of information because we assume that our clients have seen it through our company website or they have already considered it in initial discussions. What most of us don’t know is that our clients also pass our proposals on to other members of their organization. These other people might not be up-to-date with whatever correspondence we’ve had with the initial points of contact.
An ideal proposal starts from the very beginning and clearly states all details that are relevant to the client. Moreover, an ideal proposal also includes the value that we and our businesses are offering to the client. This value proposition should have its own section in a proposal.
The Approach or Methodology We Plan to Implement is Unfamiliar to the Client
Another reason for proposals getting rejected is the client’s unfamiliarity with the approaches we’re implementing in order to come up with solutions to their problems. In order to avoid this, we can elaborate on the methodology in our proposals. Larger organizations have done this to great success as it gives the all the clients, whether prospective or existing, an assurance that they’re consulting with someone who knows what he or she is doing.
Being Unique is Good, but Going Against the Flow Might Scare Clients Away
Being extremely unique and being considered an oddity in the industry can bring about business; but sometimes it can scare potential clients too. Clients may be hesitant to accept proposals because they do not know what to expect from working with an industry oddity. Take note that uniqueness is important to a business; but being too different from the mainstream would most likely scare away customers – especially those who strongly hold business as a conservative practice.
Our Clients Perceive Our Lack of Confidence during Meetings
Getting too excited or pleasing the client too much to win the contract can sometimes get wrong perceptions. Though our intentions are good and our words are honest, being in an overly-excited or too caring mindset will definitely affect our body language. Most potential clients will see this as an example of a lack of confidence. When we present, let’s make sure to take on a more reassuring stand, rather than adapting a ‘born-to-please’ mindset. In this way, it will help minimize any doubt and give further assurance to the client the he or she is making the right choice by doing business with us.