Does Your Signage Proposal Lack Selling Power?

Last month, our post listed five elements to place in your channel letter (or other sign type) proposal to give it more selling power.

Those elements were:

* Keep it Simple

* Broadcast Your Biggest Benefit

* Customize Your Proposal

* Be Specific

* Put Emotion into Your Proposal

We received a post comment asking for an actual proposal that incorporates these important sales elements.

Here it is – thumbnails of that proposal for channel letters is shown below, and you can also download a full size PDF file by clicking on the link below the page image. Note the proposal includes all 5 of these selling points.

Page 1 quickly broadcasts the primary signage benefit – more sales. Page 2 includes brief copy on the customer’s project objectives, and also small snapshots of your proposed sign installations. Page 3 touches on the main emotional benefit the client is seeking – greater business saleability in the future.

Click here to get a PDF of the entire proposal We see too many signage sales proposals that are too factual, and do not include enough selling material. They look more like schematic diagrams than sales proposals. Remember that your channel letter sign proposal needs to keep on selling after you have left the prospect’s location. You know that the prospect is typically reviewing multiple signage proposals, and incorporating these points can help to differentiate yours from the competition. If your sign quotations tend to be on the higher priced side, one helpful selling point that can help is product (sign) quality. There are substantial quality differences among channel letter producers, as we discussed in our December 2011 post. Other signage types have quality differences as well – be sure to highlight specifically why your product is better.

Also, if your proposal includes a specific illumination configuration, be sure to state the rationale and advantages that will result.