CEO at pclub.io - Skill Transformation for Revenue Teams. Trained 11,000+ sales professionals and leaders. MSG ME if you're looking to upskill your SaaS sales or revenue team.
ROI doesn't create demand. ROI justifies demand. Talking about the ROI of your product in a prospecting email will never work. There's no demand to justify yet. You have to create it. ROI ain't the way to do that. Articulating your buyer's pain - better than they can - is.
I have a newsletter article coming out on this topic next week. I believe most businesses measure ROI wrong. They measure ROI in relation to the cost of their solution, but it should be measured against what they are doing now that is causing the pain. It has to focus on the buyer's situation and how you improve it.
And here are the guides for doing discovery and delivering demos! Doing Discovery https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/ref=sr_1_1?crid=1U8XAZMG8HBYK&keywords=doing+discovery&qid=1659904849&s=books&sprefix=doing+discovery%2Cstripbooks%2C216&sr=1-1 Great Demo! Third Edition: https://www.amazon.com/dp/B0C9SNKC2Y/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1688763837&sr=1-4
We've got to start with the customer experience and work back toward the technology - not the other way around. Understanding pain points builds true demand. 🎯
Creating demand starts with understanding your prospect's pain points. It's all about connecting on a deeper level and showing how your solution addresses their needs. That's what truly resonates and drives interest.
Spot on. Prospects need to feel understood before they care about the ROI. Focus on the pain first, the numbers will follow.
Understanding and articulating buyer pain points is crucial to sparking interest. How do you approach crafting prospecting emails that resonate without focusing solely on ROI?
ROI doesn’t spark interest, it just makes the case for it. If you’re trying to drum up new business, how do you think we should talk about our value to really get their attention?
Well said. First the tension, Then reveal the solution And then back it up with proof
focus on the problem + solution Chris Orlob
AE @ Gong | Closed Won 🦙 | 5x President's Club
1wPersonal pain / motivation is usually what drives the urgency... that ROI just backs up the story to purchase it for the business / shareholder value.