"How do I start a conversation with my customer about value?" We always get asked this, so we’ve put together our top 5 questions to get you started!
"How do I start a conversation with my customer about value?", "What questions should I ask?" - We always get asked this, so we’ve put together our top 5 questions to get you started!
We know that this isn't actually a question but it's a great way to get your customer to start talking and you'll get some insights into the business and their goals.
A nice easy way to open up the conversation to discuss your proposed new solution and negotiate the likely benefits that they will achieve.
This should be a relatively straight forward question for your customer to answer, particularly if you've already discussed question 2 above as they will be aware of how your solution will change what they are currently doing, so hopefully it will be obvious which of their current solutions will become redundant.
Examples of this could include maintenance of their current solution (this may include price increases too), updates / upgrades that will be unavoidable, add-ons to keep their old systems fresh and fit for purpose.
To ensure that your business case is credible and realistic for your customer, you will more than likely need to include costs that are not directly from you. Examples of this may include overtime to implement the new solution, the time to train employees - this is time taken away from revenue generating activities so a key factor for your customer.
Contact us if you would like to know more.