When we’re in sales mode, many of us demonstrate a crazy, strong love for our service – so strong we believe our passion will become the prospect’s passion.
Usually, that doesn’t happen.
Falling in love with your service makes it harder for your prospect to say “yes,” not easier.
Passion displays passion, but that passion too often remains yours and doesn’t transfer to your prospect.
Passion usually makes it hard to get to the true, real benefits of working with you—both the emotional and financial reasons to say “yes.”
Smart prospects spend money on the things that solve their problem AND deliver bang for their bucks—ROI.
Tip #4: Show Me The ROI
What’s the Return on Investing in you?
I’ve yet to meet a customer with unlimited funds (and if you know where they are, can you please send them my way?). People demand a payback when they spend money.
The payback could be soft—better understanding of what they want to do next, a happier day, or clarity around an issue.
Most serious prospects expect to spend their limited funds on the things that bring them more money or tangibly better health, or the obvious – make a problem go away.
Therefore, part of your responsibility in the sales process means you must supply a strong ROI and paint a true picture of how that ROI is achieved. Otherwise, your prospect will likely end up in the “no, thank you” pile because they just can’t justify you financially.
Your job: calculate the ROI of working with you. I get that isn’t always easy. I understand that the number might fluctuate based on the project. But there’s an average ROI, something you see pretty regularly.
Figure out the ROI of working with you.
If I could show you how spending $10 has made others just like you $100, would you be more willing to give me $10?
If you show prospects how working with you generated $5,000 when they spent $1000 with you, wouldn’t that be compelling?
ROI might not close every prospect. But a strong, supported ROI will certainly turn heads your way…and probably a few pocketbooks, too.