Optimizing your buyer experience through web-based proposals
Do you remember the “dash button” from Amazon? They were literal buttons that when pushed ordered a specific item. Though a short-lived product (they were only around for about a year or so) they were pointing toward a certain type of future. A future where companies were optimizing to make a better buying experience. To paraphrase Mark Cuban, the last thing you want to do is make someone work to purchase your product. Research even shows products on shelves at eye level are the highest sellers because they’re the easiest choice. Though you may have optimized some part of your…
Do you remember the “dash button” from Amazon? They were literal buttons that when pushed ordered a specific item. Though a short-lived product (they were only around for about a year or so) they were pointing toward a certain type of future. A future where companies were optimizing to make a better buying experience.
To paraphrase Mark Cuban, the last thing you want to do is make someone work to purchase your product. Research even shows products on shelves at eye level are the highest sellers because they’re the easiest choice. Though you may have optimized some part of your cycle to make a better buying experience, what about the final step?
In order to have a truly great buyer experience all phases of the sales cycle need to be in sync. One of the best ways to ensure that is by utilizing a web-based sales proposal. In this article I cover three ways web-based sales proposals can optimize your buying experience.
Ease of use
A big part of making any buying experience better is by reducing the amount of energy the buyer needs to expend in order to make their purchase. Though the above-mentioned “dash buttons” didn’t work out in the end, Amazon does still have something similar. One click ordering.
If you think it’s solely related to tech, think about drive thrus. Instead of having to get out of their car, walk inside, order, then wait in line, the customer simply orders from their car, picks up their food and is on their way. It’s simple.
With web-based proposals you achieve a similar reduction in friction. Since you can include things like a table of contents, your customer is able to quickly navigate to the sections of the proposal they’re most interested in, which saves time. They’re also able to sign, accept, and pay all within the same document. All of which adds up to more time saved and a better overall buying experience.
However, your customers aren’t the only ones who benefit. Depending on the web-based proposal software you use, the people creating the proposals also have a much easier time creating the proposals in the first place. By creating templates, and utilizing integreations, you’re able to create a proposal in minutes.
Since time is such a big factor in closing deals, the ability to get prospects pertinent information faster is paramount. It also means salespeople have more time to focus on selling, which is a positive for everyone involved.
If you were around in the late 90’s and early 00’s you may remember pants with zip-off bottoms so they could also double as shorts. Though not always seen as the most fashionable clothing item, their utility was undeniable.
Web-based proposal software offers a similar level of utility, all while remaining very fashionable. Instead of only being able to fulfill one use, proposals, you’re able to do a lot of other things when you go web-based.
For example, since web-based forms are live links you’re able to update terms and simply have the viewer refresh the page to see the changes. There’s no more back-and-forth of sending out new versions with the latest addendums, and changes. Which saves lots of time.
Also, with a solution like Qwilr, you’re able to have a library of content you can pull from to customize templates to make them more industry specific. So, when pitching to a construction company you could switch out customer testimonials, or stats, to be most relevant to them specifically, all without creating an entirely new proposal.
By having more relevant examples, you better show the prospect how you can address their needs. It also makes it easier for the potential buyer to sell your solution internally because they’ll have more relevant examples. Which leads to a better overall buying experience.
The internet-age changed a lot for consumers. One big way being the amount of access we have to information. Think about it: is there anything these days you purchase without it up online first? According to research over half of consumers read at least four product reviews prior to making a purchase.
What the behavior tells us is people want to have access to information so they can make the most informed choice as possible. In a standard sales proposal, you may on be able to provide so much information. Because it’s a static document, it’s somewhat limited.
However, when you use a web-based proposal you’re able to add in much more than the standard information. For example, some web-based solutions allow you to embed videos directly into the document. How much more powerful would your proposals be if you could include a demo video?
Not only is video more engaging for a viewer, we also tend to retain more information from video. Meaning they’ll be more likely to view those sources of information and remember them. Both of which are good for your selling efforts.
Deciding what to buy can be a lengthy process. The last thing you want to do as a business is add another hurdle for potential customers. Creating an ideal buyer experience may have seemed like a luxury before, but it’s quickly becoming a necessity.
One way to address that reality is by using web-based proposals. Not only do they mean a simpler process for those viewing them, but also the creators. Flexibility of the platform means you, and your customers have more options. And, finally, being able to provide complete information means you can shorten their search and make the choice as easy as possible.
If you’re interested in learning more about web-based proposals and how you can make the biggest impact, sign up for our Modern Guide to Proposals below.
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