Sample commercial offer for flowers. Features of the offer of accounting, legal and consulting services. The best commercial offers: examples

In 79% of cases, the client makes a purchase only after looking at 6 to 14 offers - this data is provided by a writing expert commercial offers Denis Kaplunov. We will tell you how to create an effective CP so that the client chooses you from among dozens of competitors. As a bonus, you will be able to download commercial proposal templates and also learn how to simplify their distribution using a CRM system.

What is a commercial offer?

A commercial offer is business letter customers with product advertising.

• Cold commercial offer used for mass mailing to new clients.
• Hot KP intended for those with whom there has already been contact by telephone, e-mail or live.

Why do companies write CP?

• Present a new or updated product (in the second case, demonstrating improvements);
• Inform about promotions, sales, and individual offers. Distinctive feature such CP - restrictions on the validity period or quantity of the product;
• They thank you for your previous purchase, ask for feedback, and unobtrusively offer another product. The client is already familiar with the company’s work, and it is easier to push him to a new deal;
• They invite you to a presentation of a company or its product.

Commercial proposal: what should contain

Denis Kaplunov, copywriter and software development specialist in his book “An Effective Business Proposal” he identifies the main components of a proposal:

• Title;
• Offer;
• Selling price;
• Call to action.

Let's look at how to correctly compose a commercial proposal - section by section.

Letter header

Lead

Examples of how to write a lead CP:

1. Press on an important problem for the client - lack of clients, competition, lack of ideas for new products.

If you want to double the number of clients at your fitness club in 2 months, then this information is for you.

2. Draw a picture of a bright future when the client's problem is solved.

Imagine that your hotel is booked to capacity all year round, and room reservations are booked months in advance.

3. Mention the key benefit of the offer or outstanding customer results.

With us, you can reduce the cost of maintaining accounting documentation by half in the first month.

4. Intrigue with the novelty of the product - this always attracts attention.

Especially for the New Year, we are offering a new product - our branded sweets in gift sets, and much cheaper than when purchased separately.

Offer

Offer (from English offer) is a specific proposal, the heart of the CP. It must contain short description your product with key features as well as customer benefits. You need to explain to the client why he should buy from you, and not from competitors. This means you need to show what else you can offer besides the product:

• Discounts (seasonal, wholesale, holiday, cumulative, for pre-order or prepayment, etc.);
• Efficiency and availability of service and/or delivery;
• Convenient payment (installments, credit or deferred payment, combining cash and non-cash payments, settlement through payment systems);
• Several product versions with different prices.
• Present. Coupon for your next purchase, free equipment setup, a set of Christmas tree decorations for New Year. Accompanying gifts work well: blinds when purchasing windows, a lock when ordering a door, etc.
• Product warranty and free maintenance.

Important nuance: If you want to make your commercial proposal as attractive as possible, do not lie to your clients and do not promise the impossible. Such tactics will only do harm in the long run.

An example of an offer in a commercial proposal of a transport company
Source: https://kaplunoff.com/files/_portfolio_works/work_140.pdf

Price

The most important thing is to indicate it. Otherwise, most potential clients will go to competitors, not wanting to waste time finding out the cost. Next, these numbers need to be justified. If the cost is significantly lower than that of competitors, this is already an excellent argument. If not, find something to stand out. These are all the same discounts and bonuses, product guarantee, speed and quality of service, gifts, exclusives.

Example

Our taxi services are 5% more expensive than our competitors, but we have a child seat in every car and you can transport pets.

For expensive complex services, a detailed breakdown of the components of the package works great, as well as a detailed calculation that demonstrates great benefits for the client in the future. Another effective technique- splitting the price in terms of a short period of time.

Example

A month of using the cloud CRM system on the “Start” tariff costs 1,100 rubles for 5 users - that works out to 220 rubles per month for each. And if you immediately pay for access for six months, you get a 20% discount, that is, access for each employee will cost only 176 rubles per month - that’s only 6 rubles per day. Agree, it’s a ridiculous amount of money for a program that automates business processes, integrates with mail, telephony and SMS messaging services, generates analytics and helps manage a business.

Call to action

Here you need to indicate what exactly do you want from the client: order, call, write, follow a link, visit the office, provide contact information. To hurry a person up, write down a limit on the duration of the offer or the quantity of the product. Or you can save some benefit for last: promise an additional discount or free shipping when ordering right now.

How to make a commercial proposal for cooperation

How to write a proposal for cooperation? Similar to offering goods! If you want to offer your professional services, prepare a compelling commercial proposal.

The standard cooperation proposal template includes five blocks.

1. Letter header. To prevent your letter from getting lost in a dozen advertising offers, write your real name and indicate how you can be useful.
2. Lead. Tell the client what problem you can solve. Lead is not the place to list your credentials. The first person who interests the customer is himself.
3. Offer. Tell us about your experience and how exactly you can help the client. An excellent option is to provide cases so that the customer can evaluate the results.
4. Price. Don't hide your prices, talk about them directly. If you understand that you are asking more than other specialists, explain why this price is justified.
5. Call. Invite the client to contact you in a convenient way: provide links to social media, phone number or email. Offer to save your contact even if the service is not yet required.

The best commercial offers: examples

We have selected for you samples of commercial proposals that are high-quality in both form and content. Download CP templates, study and adapt them to your products.

Hello! Today we’ll talk about a commercial proposal and how to draw it up. I have been asked similar questions more than once, so the article is “on topic”. Let's start from the very beginning, about what a commercial proposal is, how to draw it up, and at the end I will give examples / samples of a commercial proposal. This article contains recommendations from many experts, so I have no doubt about the reliability of the information.

What is a commercial offer

Any businessman who wants to attract as many clients as possible is thinking about developing a commercial proposal. It is this that encourages a potential consumer to buy a company’s product or service. It is often confused with a product specification, which simply introduces the customer to a particular product without encouraging the customer to purchase.

Types of commercial offers

There are two types of commercial offers:

1. Personalized. It is created for specific person, the document contains a personal address to the addressee.
2. Non-personalized. Another name for this type of commercial offer is “cold”. The document does not address a specific consumer or potential partner; the information is anonymized and directed directly at a large number of potential clients.

What functions does a commercial proposal perform?

Before you start writing a commercial proposal, you need to understand what functions it performs. In some ways they are similar to the tasks of advertising messages:

• Attract attention.
• Interest.
• Push to buy.
• Create a desire to purchase a product.

Based on these tasks, a commercial proposal is developed. Typically, visuals such as the organization's logo are used at the very beginning.

If a commercial proposal is given to a potential client in printed form, then special attention is paid to the quality of the paper on which the proposal is printed. For greater impact on the client, you can apply special watermarks to the document. Laminated paper will make a pleasant impression on the consumer of the product.

Standard commercial proposal structure (template)

• Header containing graphic image(usually a logo).
• A subheading that identifies the product/service.
• Attracting attention, advertising services and products.
• All the benefits of cooperation.
• Sender's contact details, trademarks.

When drawing up a commercial proposal, you need to understand that each structural element performs its own separate functions. For example, the title is used to attract attention and motivate further study of the document. This part of the commercial proposal can be called the most important. The subtitle should interest the client even more, and the main text should justify the information that was written above. But at the end of the sentence, as a rule, you need to confirm the consumer’s need for a purchase.

What a good commercial proposal should look like

To create a proposal that gives the greatest return, you need to understand that the document must:

• be specific and clear;
• demonstrate all possible benefits that the recipient will receive;
• in no case contain errors;
• be literate and structured;
• contain information about special offers for the client;
• be drawn up in such a way that all doubts in the buyer will disappear.

Rules for drawing up a commercial proposal

Before you start writing a proposal, you need to determine who the target audience of this document will be. Then the desires and capabilities of potential clients are determined. It is very important at this stage to find out the real needs of the buyer.

Once the necessary information has been received, you need to structure it. For this purpose, a rough proposal plan is drawn up, indicating the advantages of the companies and various promotions being carried out. The contents of this document may consist of the following sections:

• Clear definition of the problem.
• Options for its resolution.
• Arguments that prove the need to use the services of your organization.
• Description of various promotions and offers that increase the buyer's benefits.
• Call to action.

The title should mention the solution to a specific consumer problem. It is important to show him the final product, which your company’s products will help make.

You should not include information about the company’s achievements in your commercial proposal. It is necessary to avoid long stories about how it all began. A potential consumer is unlikely to be interested in this.

When writing a proposal, you should avoid technical aspects and do not use scientific terms. Information must be conveyed in a language that is simple and understandable to the buyer.

It is worth using clear and understandable arguments that will really help the client confirm his decision to buy the product.

You should not make your commercial offer too extensive. It should be short, crisp and clear. It is unlikely that a potential client will want to read multi-page documents; such an abundance of information may simply scare him away.

It is very important that the proposal is presented in a high-quality manner. It is worth using the services of a professional designer. Beautiful design can attract the attention of consumers.

As an argument you can use:

1. Reviews from other clients. This evidence can be called perhaps the most valuable. Especially if this client is quite famous and authoritative. It is very important that the buyer’s response has the same meaning as the commercial offer itself. That is, it is important that these two texts give the reader an understanding that the company is truly effective in a particular area.
2. Tell us about your success story. You definitely need to put your own company or yourself at the center of the story. This should be a selling story that will really interest the buyer and encourage him to take some kind of active action.

It is worth understanding that a commercial proposal must be selling, and its author acts as a seller. It is very important to put yourself in the seller’s shoes in order to understand as accurately as possible what the buyer expects from the product or service. You need to use the right reasoning and build communication with the client. This is the only way a commercial proposal will truly produce a positive result.

How to increase the readability of a commercial proposal

You can increase the readability of your commercial proposal in the following ways:

• Break the information into paragraphs, do not make them canvases.
• Using subheadings.
• Use of various graphic elements, including illustrations and bulleted lists.
• Using a serif font in print.
• Using different text styles (using italics, bold or underlining to highlight the necessary information).

A few more rules (drafting example)

Title. It is this part of the commercial proposal that is most interesting to the consumer; if it interests him, then the potential client is more likely to read all the information to the end. It is worth assessing how the words “new” and “free” will affect the buyer. In some cases, they can alienate the client.

You should not use a large number of negatives or generalized information. The text font must be the same. It has been proven that almost a third of readers pay attention to quotes and information enclosed in quotation marks. The title should not be succinct or informative.

Main text. In this part of the sales proposal, it is very important that the reader does not lose interest. It is best to fit the information into one small paragraph. And then pay attention to specific details. It is worth highlighting the advantages of the product, and be sure to address the reader as “you.” Compilation of long and complex sentences may scare you away. It is not advisable to use professional terms.

It is worth talking about the product in the present tense, indicating its price. It is necessary to provide the client with arguments - the results of surveys, research, and perhaps include one of the consumer reviews. It is undesirable to use superlatives and comparisons. Specificity and clarity are the main conditions for drawing up a good commercial proposal.

Mistakes made when drafting

Unnatural praise of the client.

There is no need to use templates and stock phrases that will only alienate a potential client.

Using critical remarks towards the addressee.

There is absolutely no need to do this, even if the company’s goal is to help a potential consumer. This can cause extreme negative emotions at the client's. It is best to use carrots and sticks - first highlight the advantages, and only then point out very minor shortcomings.

Oversupply general information about the client.

Intimidation of the client or so-called “horror stories”.

Under no circumstances should you scare the consumer or tell him that without your help something terrible could happen. No negativity or stereotypes. It is worth highlighting the advantages of using the product, casually comparing it with what we have now (use the words: more convenient, more profitable, more effective), giving only specific information.

Sending one offer to a large number of people at once.

Non-personalized information will cause less interest among potential buyers. The return on such offers will be minimal. There is no need to try to reach a large audience at once. It is better to select a sector, working with which is most likely to give excellent result. It is important to write a business proposal in such a way that the reader can feel that he is being spoken to in private. Can be used additional information, which will indicate that communication is being conducted specifically with this client. It is worth using information about previous communication, if of course there was one.

Misunderstanding of the concept of a “long” letter.

Many are sure that the client is not interested in large amounts of information. However, you should understand that the reader will consider any boring and completely uninteresting letter to be long. The size of a catchy and truly interesting commercial offer will not scare the consumer, because he will read all the available information in one go.

It’s not for nothing that people can often call very short films boring and drawn out, and call a 3-hour movie the most exciting, without mentioning its duration. The same is true with works of art, news, books, letters. The reader will not perceive 5 sheets of commercial proposal negatively if they are truly informative and catchy.

The first priority is to put the sentence in compliance with grammatical rules.

This attitude towards writing texts can develop from school, where the main factor was the grammatical component. In life, everything is completely different. It is much more important for the reader to understand what is written about. It is necessary that the information is read and perceived by the client easily and informally. It is worth constructing the offer so that it resembles a real communication between the seller and the buyer. Here it will be quite acceptable to use fragments of sentences and phrases, sometimes even desirable.

Give the client a reason not to look into your business proposal.

You should not naively assume that the reader will be extremely interested in information about your company, especially about its history. It's not like that at all. This is the least interesting to a potential buyer. It is necessary to attract his attention with some kind of provocation, an unusual statement - in a word, everything that will bring him out of balance and force him to read the commercial proposal to the end. It is worth considering the fact that maintaining interest is no less important aspect. You need to focus on what can motivate a person. Most often, needs appear due to some fear, a desire to become individual, a feeling of guilt, a desire to become beautiful or healthy. It is in this vein that it is worth considering the problem and devoting a commercial proposal to it. And then show that the proposed product can satisfy all needs.

It is unlikely that the client will be receptive to your commercial offer. It is imperative to back up the information with very specific evidence. It is worth bringing the clearest arguments. This approach can convince the reader to buy the product or cooperate.

Checking the commercial offer

There are some pretty simple ways, which will help you understand what impact the offer will have on the addressee.

• The so-called “quick scan” check. To do this, you just need to look at the document. It is important to understand which parts of the text stand out in such a way that you actually want to read them. These are headings, logos, text highlights, photographs. If the information used there could help create a holistic picture of the essence of the commercial proposal, then everything was done correctly.
• Check for understanding. It is important to find among your friends and acquaintances a person who would fit the target audience of your proposal. If, after the first reading, he grasped all the main ideas of the document and saw the advantages of the presented product, then we can conclude that the proposal was drawn up correctly.
• Finger check. It’s worth trying to read the text without words about the product like “best”, “unique”. If the sentence is interesting to read and in this form, then everything was done correctly. It is very important that all laudatory speeches about your company are supported by accurate data, reviews, stories, and certificates.

Examples/samples of commercial proposal

There are a lot of examples and samples of commercial proposals that can be given. They are all good in their own way. I will show you some of the most successful ones, in my opinion, which were developed by Denis Kaplunov.

A commercial proposal is an ideal tool for working with old partners; such an offer is also used to find new partners. From our article you will learn in detail about the specifics of commercial proposals: rules for drawing up, mistakes that can be made, get useful information, as well as example sentences and templates.

What is a commercial offer?

Often a company thinking about expanding its customer and partner base chooses commercial proposals as its main tool. Conventionally, commercial offers can be divided into 2 types:

• Personalized, sent to a specific addressee and containing a personal message inside. The main advantage of such offers is that the client involuntarily begins to feel involved in your company, he is pleased that he is in individually will receive an offer with a special discount or bonuses. Of course, he doesn’t need to know that several dozen other people received a similar letter.
• Non-personalized, which is also called cold. It contains impersonal information, is not directed to a single person, but is designed for big circle consumers. This proposal also has its disadvantages: firstly, the lack of personal appeal generalizes the information, reducing the degree of interest of the client. Secondly, the offer can be read by a person who will not make the purchasing decision (secretary, middle manager, relative, etc.).

Any type of commercial proposal will help you achieve the following goals:

• Will attract the attention of a potential client/partner.
• Will arouse interest and desire to purchase the product.
• It will help the buyer decide to make a purchase or order a specific service.

Taking these decisions into account, a commercial proposal is developed, but the principle of its “work” is similar to that of a conventional advertising campaign. Naturally, the textual content of a commercial proposal is 50% of success; if you create a personalized proposal, then you need to pay great attention to the paper and even the envelope in which it will be sealed. Usually, in order to attract the client’s attention, the proposal is supplemented with the company logo or an emphasis is placed on corporate colors.

Structure: compose a sentence sequentially

The standard structure of such a proposal consists of 5 main parts. Let's look at them with examples.

Title and subtitle of the CP

• Headline, which uses an enticing phrase and, if possible, a corporate logo.
• Subtitle, which defines the service or product offered.

Which is correct?

Example No. 1

• Title: How to reduce the cost of a click in Yandex Direct while maintaining a CTR of 40-50%?
• Subtitle: The IT company will reduce the cost per click by half in 10 days, increasing CTR by at least 10%.

Example No. 2

• Headline: The Minutka courier service will deliver your order from the cafe so quickly that the dishes will not have time to cool down!
• Subtitle: Services for delivering hot lunches for employees directly to the office.

Example No. 3

• Title: Express courses Italian language: We will refund you 100% of your payment if your employees do not speak Italian in 3 months!
• Subtitle: Special service for preparing personnel for the arrival of foreign colleagues, foreign business trips, and maintaining documentation.

Example No. 4

• Title: What to do if the contractor missed the deadline, and there is no time left for interior finishing of the apartment?
• Subtitle: Company "Repair M": we carry out finishing work in a short time and give a 10% discount.

How wrong?

• Headline: LLC "Wall": let's build it as if it were for ourselves.

• Subtitle: The Stena LLC company has been engaged in construction work for more than 10 years.

Information and benefits block

• A block that attracts attention and provides advertising information about a product/service.
• The benefits that a partner or client will receive from cooperation with your company.

Wrong

The courier service “Minutka” has been on the market for these services since 2010. About our work they leave only positive reviews, we have more than 500 clients, but this is not the limit. Our service cooperates with the companies Technotrade LLC, Autoservice 100 and others. We - best service delivery in its segment:

• Large car park.
• We cooperate with a large number of cafes and restaurants.
• We provide discounts to regular customers.

The cost of our services depends on the number of your employees, the distance of the cafe from your office and other factors. To find out more, contact us by phone or email!

There is no “pepper” in KP, there is no intrigue and that very “candy” that attracts customers. You definitely need to use more numbers, tempting phrases and offers that will make a person read the letter to the end and call you.

Which is correct?

The Minutka courier service offers to organize meals for your company’s employees. Hot lunches for the office are not only about saving money material resources, but also increasing the performance of your team. Why waste time looking for a cafe, because the Minutka courier service will bring hot dishes from any restaurant or cafe in Nizhny Novgorod within 30 minutes.

5 reasons why you should contact a courier service in a minute:

• Our services are used by more than 15 organizations in Nizhny Novgorod.
• We work 744 hours a month, accepting orders day and night.
• We cooperate with more than 25 food outlets of different price categories.
• The service has its own fleet of vehicles and the latest equipment, allowing it to accept and deliver orders within 30 minutes - 1 hour.
• If you find food delivery cheaper, we will give you a personal 20% discount.

Feedback: Our company does not have its own canteen, so we have been cooperating with the Minutka courier service for more than 3 years, we are satisfied with the quality of their work and the speed of delivery. We are often given discounts and sent an extended list of cafes and restaurants with which the courier service cooperates. Our employees are satisfied, we express our deep gratitude to the Minutka service for delicious lunches and prompt delivery!

Sincerely, Director of Recruitment of the Company " Newest technologies» Anna Kovalenko!

Shall we cooperate?

Here are your available contacts, address and phone number, you can add a service logo.

What is the purpose of the proposal?

All advertising tools have one goal - to sell, to sell profitably. And it doesn’t matter what tools you use, because a cheap calendar or an expensive proposal on laminated paper should attract the client and arouse his interest. Therefore, all the efforts of the person making the commercial proposal should be concentrated on competently presenting the benefits of the purchase, which even the client who is “not in the know” will see.

If your potential client reads the commercial proposal to the end, then this is a success for the company, which can bring profit and new clients.

Tips to help you write a business proposal

To create a “selling” commercial offer, you need to take into account several tips that make the offer more interesting for a potential buyer:

• More specificity and clarity. Avoid vague phrases and vague sentences; you need to place on 1 sheet specific information about the product or service that will clearly reveal its advantages.
• When drafting, do not make logical, semantic or technical errors that will immediately scare off clients.
• Provide only truthful information. If the client does not receive the promised bonus or product, then he will have a worse impression of the company.
• Be sure to indicate Special offers that you can guarantee to the client.
• Stick to structure and fill your business proposal with confident phrases. Your confidence will be transferred to the client, encouraging him to place an order.

Rules for drawing up a commercial proposal: determine the goal, audience and other parameters

Before making a commercial proposal, it is necessary to conduct an analysis target audience, for which the document is intended. You must realistically assess the desires and capabilities of your potential audience in order to create a good proposal.

Check after compilation

After drawing up a commercial proposal, it is worth conducting a short test check, quickly skimming the ready letter. Does it solve the client's problem? Is there any pattern in it? Is everything listed? You can carry out several such checks; believe me, all the “verbal” chaff will be eliminated, and only useful and effective information will remain on paper.

There are several tools you can use to check your offer:

• Ask your coworker or friend to read the proposal. Let your friend evaluate the commercial proposal and say whether he would make a call to your company or not. What is important here is perception, understanding of the topic (even if the person is completely unfamiliar with your product), and the desire to call.
• Read the text, discarding all epithets. For example, the phrase “our best hair dryer in the whole world” sounds simpler and easier without superlatives, ceasing to look like a schoolboy's essay.

This is how you simply proofread a commercial proposal, ridding it of worn-out cliches and truly ridiculous phrases. Then give it to the printing house or designer, and you will receive the CP ready for sending. But what to do next with ready-made proposals? Let's find out together!

Examples of ready-made commercial proposals: photos

If you don't have someone on staff with experience sending out such proposals, you'll probably have to hire one. Fan mailing by email or delivery by courier is a subtle science that requires certain skills. But the situation will be facilitated by using your own or purchased client base with potential buyers.

Prestigious companies have a client base that has been formed over the years, so there shouldn’t be any problems, but a young, developing business hasn’t yet large quantity clients. What to do? You can buy it, but they may give you a pacifier with “ dead souls"(non-existent email addresses, for example) or sell a database with a non-target audience. For example, a car dealership will give its base to a cosmetics store, what's the point?

Let's sum it up

Writing and sending commercial proposals is difficult, really difficult, if you want to get real results. For such an “action” to bring benefits, be sure to contact professionals or friends who have been involved in drawing up commercial proposals at least once in their lives.

As a rule, in engineering companies and manufacturing enterprises engineering services are engaged issues of finding suppliers for complex technical equipment. Highly qualified specialists - engineers draw up technical specifications or draw up a description of the equipment. If the characteristics of the equipment are determined by the design documentation and this equipment is manufactured to order, then engineering service specialists search for manufacturing companies, request commercial proposals from them, interact with them on technical issues, sometimes rewrite the order application several times so that it corresponds to the form of the enterprise - manufacturer.

Request for proposals and search for a supplier are not the main ones job responsibilities engineering services specialists, often take a lot of time and have high labor costs of qualified specialists.

We conducted a small experiment by requesting a commercial proposal for electrical equipment that is manufactured to order. The application was from a real customer; instead, we did the work “manually” to find a manufacturer for the manufacture of electrical equipment, the cost of which varied from 1.5 to 2 million rubles.

What were the results?

The statistics are as follows. 40% of companies did not open emails even with the title “Application” in the subject line. These letters are simply lost in the general mail.

From 24 applications read:

8 companies sent price lists or redirected them to the website to fill out their application form;

6 companies responded that they do not manufacture equipment in this configuration, or will not deliver it to our region;

After 3 weeks, 2 sales managers called back and asked if we still have a need for the equipment that their company produces, while the previous request was not answered, and they will call once a month (that’s the kind of work)!

6 companies ignored the application for other reasons and did not respond;

Only 2 companies sent targeted commercial proposals.

We spent about 16 hours of working time searching for contacts, sending requests to each company, collecting and analyzing the results. As already noted, some companies do not have time to process the application on time, but the phone gets into their database, and for a long time they will call “cold” and identify the need for their products.

If the equipment is expensive, then two commercial offers are very little for analysis and decision-making. Therefore, everything has to be repeated - calling those who did not respond, rewriting the application, so the actual labor costs double.

What is important when requesting proposals?

When requesting proposals, it is important to receive a sufficient number of proposals, in a convenient format - for analysis, with the necessary information, and within the given time frame. The task is not easy - specialists who regularly engage in procurement know this.

First, you need to find contacts of suppliers and equipment manufacturers. Secondly, formulate the request so that suppliers respond in a uniform format that is convenient for comparison. Thirdly, ask questions that are relevant when ordering equipment, such as production time, delivery costs, work experience, quality of work. And, fourthly, the period for accepting proposals is limited and to speed up the process of receiving proposals, specialists even call their suppliers.

How to optimize the processes of searching for suppliers and receiving commercial proposals?

Four criteria must be met at the same time:

Number of offers;

Convenient proposal format;

Sufficiency of information;

Compliance with deadlines for accepting proposals.

If the first criterion depends on the number of suppliers covered, then the other three are a question of drawing up a high-quality request and the professionalism of the supplying companies, who will try to comply with the form in their proposal and answer all your questions.

To reach a wide range of suppliers, there is no need to send a mailing to 40-100 contacts. One publication of a request for proposals in electronic system RFP will cover all quality suppliers and manufacturers who will respond to your request within a given time frame.

You can create a high-quality request for proposals using one of the samples presented below. Complete the specification, technical description or assignment for equipment or materials as a separate document, and if necessary, attach a diagram.

If you need 3-4 high-quality commercial proposals from direct suppliers and manufacturers and you have at least one week to collect commercial proposals, then publish a request for proposals in the electronic RFP system, attach a specification, terms of reference and (or) a circuit diagram. Within the specified time frame, those suppliers and manufacturers who are ready to fulfill your order according to your conditions will respond to you. Most importantly, you will spend no more than 15 minutes of your own working time on this, and then suppliers and manufacturers will contact you to clarify the details of the order.

What do you get as a result of publishing a purchase requirement in the system? RFP ?

As a result of publishing your purchase request in the electronic RFP system, you will receive:

Three to four commercial offers from direct manufacturers without intermediaries and resellers;

Guarantees that your contact information will not be accessible to unscrupulous manufacturers and suppliers who use cold calling methods; also, your contact information is not available to random visitors to the RFP resource;

Saving labor costs of highly qualified specialists.

What can you do right now?

You can download a free sample request for proposals for any purchases and even for work. If you haven’t found your ideal sample request for proposals or you have a non-standard task or equipment, then write about it by email and we will definitely answer you!

If you already have a need to request proposals for technically complex equipment according to specifications, then use the service electronic platform RFP.

1. Download a sample request for commercial proposals and fill it out on your company’s letterhead.

2. Connect your organization to the electronic RFP system ().

3. Post requests for commercial proposals for any goods, materials, equipment or services on the RFP platform ().

Please note that consultations with our highly qualified specialists, preparation of documentation and publication of a request for proposals in the electronic RFP system are free of charge! You can find out about all the conditions in the “Customers” section and from the presentation"Customer's personal account or how to work effectively in the electronic RFP system!" .

A commercial offer is the main selling tool. It is with a commercial proposal that a potential client begins to become acquainted with your product or service. And the success of all work to complete the transaction depends on how correctly the commercial proposal is drawn up and delivered. A commercial offer differs from a price list or a regular specification for a product in its purpose, which is not so much to inform the client about the product or service being offered, but to encourage him to purchase the product or use the service.

Commercial offers can be divided into “personalized” and “non-personalized”. Personalized ones are addressed to a specific person and contain a personal appeal. Non-personalized - designed for a wider and more impersonal audience of recipients.

Regardless of the type of commercial proposal, the author must clearly understand the target audience to whom the text is aimed. Before drawing up a commercial proposal, it is recommended to determine the needs of your audience, what may interest them and attract their attention. Often the most common mistake is replacing the real needs of the target audience with the author’s ideas about the needs of potential clients.

Once the needs of the target audience (TA) have been clarified, you can proceed to drawing up the text of the proposal. A commercial proposal must consistently perform 4 main functions of an advertising message:

1. Attract attention
2. Arouse interest
3. Awaken desire
4. Stimulate purchase

It is in accordance with these functions that the text of the commercial proposal is formed. In the header of a commercial proposal, it is advisable to place a visual image that would attract the reader’s attention. Often, this function is assigned to the logo of the sending company. Therefore, the logo should first of all attract attention.

The typical structure of a commercial proposal is as follows:

1. Header sentence and graphic illustration
2. Subtitle clarifying the subject of the sentence
3. Main text of the commercial proposal
4. Advertising slogan, slogan, appeal
5. Trademarks, sender details

Functions of structural elements

• The title and illustration should attract attention to the text and interest a potential client. This is the core of advertising and the strongest message to the buyer.
• Subheading is the link between the heading and the main text. If the client is not interested in the headline, then the subheading gives another chance to attract him to purchase.
• Body copy delivers on the promises of the headline and provides more detail.
• The final phrase - slogan, postscript - should motivate the client to make a purchase.

Heading

• According to statistics, 5 times more people read headlines.
• Advertisements with news are read 22% more often.
• The most powerful words in the title are “free” and “new”. But it is also important not to forget about the values ​​of the target audience; in some cases, freeness, on the contrary, will repel.
• The title should be direct and simple.
• Avoid using negatives in headings.
• Blind and overly general headings should be avoided.
• Use one font. The more fonts in a title, the fewer people read it.
• If the title contains a direct quote or is enclosed in quotation marks, it attracts an additional 30% of readers.
• Short headlines of one line, no more than 10 words, work better.

First paragraph

• It becomes more and more difficult to hold the reader's attention - you need to learn how to compress a story into one paragraph several lines long.
• The first paragraph should contain no more than 11 words.
• A long first paragraph will scare the reader away.
• What should I write about in the following paragraphs? About the same thing, only in more detail.

Main text

• Love your product.
• When addressing the consumer, use the word “You”.
• “Beautiful writing is a great flaw” - Claude Hopkins. Use less exaggeration.
• The shorter the sentences, the better the text is read. But a sequence of equally short sentences is boring.
• When writing text, use colloquial. But use professional slang only in exceptional cases.
• Write the text in the present tense.
• Don't make long introductory parts - immediately state the essence.
• The price indicated in the offer has a significant impact on the purchase decision.
• It makes sense to include product reviews and research results in the text.
• Avoid analogies like: “exactly like this”, “in this way”, “in the same way”.
• Avoid superlatives, generalizations and exaggerations.
• Use clear words and well-known names.

How to increase the readability of long text?

• Large text is best divided into paragraphs.
• After 5-8 cm of text, enter the first subtitle. The subtitle highlighted in bold font will once again attract the reader's attention.
• Insert illustrations from time to time. Highlight paragraphs using arrows, asterisks, and notes in the margins.
• Capitalizing the first letter increases readability by 13%.
• A serif font is easier to read from a sheet of paper, while a sans-serif font is easier to read from a monitor screen.
• Do not make the text monotonous; highlight key paragraphs in font or italics. Although underlining makes it difficult to read, use bold font instead.
• If you have many unrelated information points, simply number them.

P.S

• There are five times more people who notice slogans than read all advertising.
• The text of the postscript should contain the most important information, encouraging you to read the entire article.
• The last paragraph should be no more than 3 lines.
• Compared to the number of applications that reached the advertiser, at least 2 times more potential applications remain only in the client’s thoughts.

In conclusion, it should be said that when sending by email, the commercial proposal should be sent in the most common electronic format, which is guaranteed to be opened by a potential client.

Accounting for contracts and commercial proposals in the program.