Over the past two years, the question "how to make commercial offers to successfully conclude deals" has been appearing more and more often. It arose for a reason, because the well-being of the enterprise depends on how well the document is drawn up. There are simple tips, following which you can achieve the desired effect.
What is a commercial offer?
Commercial offer (KP) - a tool for the sale, which expresses the intention of the sender to conclude a contract with the addressee. That it is the first step in introducing a potential client to the company. It may describe services or products, but the main difference between KP and price list is the incentive of the client to take advantage of the offer.
How to make commercial offers? Features and structure
In fact, this type of text obeys the same principles as selling texts: conciseness, honesty, capacity and motivation for action. KP can be sent to one or a group of legal entities.
The most important information should be at the beginning of the document. Its purpose is to interest the reader in reading everything to the end. The fact is that in the first minutes a person decides whether he needs it or not. To arouse interest, it is necessary to write services and specific benefits from them.
Compiled by the following structure:
- company logo, contacts (offer person);
- header (sending date, number and type of document);
- topic of the proposal (the usefulness of the product or service and the organization you represent);
- essence (a clear name and description of the products offered, what benefits it will bring to the customer, technical specifications, the advantages of buying from you, prices);
- conclusion (informing about high service and quality in the future, wishes to the addressee of success, prospects);
- signature of the addressee to continue the relationship (name of contact person, position, phone, email address).
Principles of building a commercial offer
If you want to know how to make a competent commercial offer, remember the following rules:
- In KP, you need to take into account the vocabulary of the target audience (for an accountant - the availability of accounting terms, for a programmer - computer), but be careful, scientific words should not be bulky, it is unacceptable to use them too often in the text.
- In KP, one should correctly construct sentences and present information so that the reader easily perceives it. Do not use general expressions, but rather state the facts. For example, instead of the phrase “Asus laptop is the best for today” it is better to write “Asus laptop” - number 1 in the rating of the PC World magazine.
- The third step in drawing up the CP is a message urging the client to call the company. In this case, you can write: "If you have questions, call us."
Common mistakes
Young businessmen who want to understand how to make commercial offers, when creating the document in question, often make the following mistakes:
- there is no exact idea of the product or service (what is sold and why it is needed);
- all services of the company are imposed on the client, and not the specific ones that he needs;
- not the benefits of the product are sold, but its characteristics, that is, it makes no sense to describe the product without an example of its specific benefits.
How to make commercial offers. Decor
The optimal format of the CP is readable text (font Arial or Times New Roman) on a sheet of A4 format . If the document is sent electronically, it is even less likely to remain not thrown into the basket. In this case, his first lines decide fate in a few seconds.
Now you know the algorithm of how to make a commercial proposal. An example or sample of such a document can be found in specialized publications. For a more effective action, you should contact the companies that professionally compose KP and help you expand your business.