To get sales meetings, the business value of your offering must be crystal clear.
A while back, I had lunch with the president of a $1/2 billion division of a major corporation. She told me that if someone contacted her and said he could reduce waste by just 1%, she would meet with him immediately. Why? Because she knew exactly how much her company spent on waste – and it was a lot of money. Every penny she saved would go right to the bottom line.
Powerful value propositions open doors – quickly! Taking time to really clarify yours is well worth the time invested in the process.
Here are 2 ways to create sales messages that work in today's business economy.
1. Fill your sales message with business-oriented terminology.
Strong value propositions are always stated in business terms. Corporate buyers are particularly attracted to phrases such as: