5 Tips for Presenting Proposals

The curtain rises. You're standing center-stage, and all eyes are on you. The lights come up. Everything is silent. This is your moment, your big chance to shine. 

Alright, so presenting a proposal isn't quite the same as giving a theatrical performance, but you get the point. This is the part of the process where you show the client what you've got – your expertise, your plan, and your ability to satisfy their expectations for the project. In a way, this does put you center-stage. The customer is waiting for you to convince them that you're the person for the job, and this is the time to do it. Below are five tips for putting on a great show. 

Have a clear plan in mind.
Decide before you meet with the client how you're going to approach the presentation. Which points are you going to highlight? Which sections will require more detailed elaboration? How do you plan to ask for the job? Knowing ahead of time how you're going to handle these matters will make you seem more professional and prepared, signaling to the client that you're capable of managing their home improvement project with utmost care. 

Be friendly.
Nobody wants to do business with a robot. (Though, admittedly, that would be kind of cool.) Don't be afraid to make a little conversation and build rapport with your customers. Demonstrate that you're polite, compassionate, and that you have a sense of humor. Ask them about themselves and try to find common ground. This will create trust and make the process of presenting your proposal much more comfortable for the both of you. 

…But get to the point.
Of course, it's great to humanize yourself with a little chit-chat. However, you shouldn't take up too much of the client's valuable time by talking incessantly about things unrelated to the job. Understand that the client may be on a tight schedule and show respect for that by starting your presentation very soon after you arrive. Certainly, don't waste time by showing up late or fumbling through your materials. Do your best to be ready to go before the meeting begins. 

We should add, nevertheless, that some customers will want to talk your ear off. In these cases, and when your schedule permits, worry less about time and more about creating a strong client-contractor connection. If the customer wants to discuss everything under the sun, ensure that you're actively engaging in that discussion. 

Go into detail.
As mentioned, this is your opportunity to illustrate that you know what you're doing. There's no better way to do this than by going into specific detail about the various sections of the proposal. Explain to them what you're doing, why you're doing it, and how it will be done. Prove to them that you're experienced and committed to quality. Make it obvious that you're the best at what you do. 

Ask questions.
Finally, ensure comprehension by interspersing questions throughout the proposal presentation. Find out if they're understanding the details, if their expectations are being met, and if they have any initial worries or concerns. Stop along the way and make sure everything is still clear. In closing, make your move and ask for the job. Aside from exhibiting great consideration for customer service, you'll be able to calm any anxieties the customer might have about the job and, ultimately, give them a gentle push to make a decision. 

If you've followed all of these tips, it's likely you've put on a very persuasive performance. Feel free to take a bow!