You have the software to position and articulate value with your customer - now what?
You have the software to position and articulate value with your customer and ultimately to create the business cases for them, however we understand that the first call / meeting can feel a little daunting, especially if you’re new to asking customers value-based questions.
Remember the numbers for the benefits typically come from the customer or will be supported by them, this means they don’t have to be accurate at this stage, just realistic. You can always drill down further into the numbers at a later stage. Stay high level if needs be, you are not an accountant looking back inside the business on what numbers were achieved by the company, you are looking forward into the future and making best judgements on what might happen.
With this in mind, we have broken the question and approach down into 3 easy steps:
Step 1 – “Imagine if…”
Step 2 – “Typically it’s…”
Use data from:
Step3 – “But for your business case…”
"Imagine if by using our solution, you could increase your conversion rate. Typically, other customers similar to yourselves have seen a 2% increase, however for your business case we suggest that we use 1%. Do you agree?"
Allow your customer to agree or disagree. If they disagree, hopefully they will give you a suggestion that they are happy with. If they are not happy to sponsor a benefit move onto one that they are happy to talk about.
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