Business To Business: This Slashes Sales Cycle. A Walkthrough

2 replies
When you find a very specific thing a business could do which has shown
to improve bottom line results, then this is for you.

Whether you have done that change or you have come across credible evidence
that the change worked, either is fine.

Numbers time and dollars work best.

Say you deliver marketing services
and you are talking to the owner of a plumbing firm that has 6 vans on the road.

You know if the people change the way they take their calls, they could
double their work bookings.

A Melbourne plumbing firm owner did just that by having records of the 2 women
and himself record the calls to see what ratio of calls to bookings each got.

He got around 85% and the women got low 40's.

The reason he got so many was because his calls mostly
requested him by name as he was well known.

So by giving the women a new way to handle the calls,
they were able to get work bookings just a tad lower than the owner.

Another words, double his business
revenue which went straight to his bottom line
because there was no cost to get the new found money.

Back to the conversation with the prospective client...

It would go something like this...

"Make one change to how everyone handles the incoming phone calls typically gets
30% more work bookings. One Melbourne plumbing firm with 8 vans on the road
doubled their work bookings.

What number of dollars are we looking at here if you got 30%
more work bookings?

The average dollar of your bookings is $450 and you get 18 per day now on average.

So 450 x 18 is*8,100, right?

So 8,100 + 30% = $10,530

Times that 20 for a month and
you are sitting on 210,600 per month.

Whereas you are now sitting on
162,000 per month.

Ok so you've made an extra 48,000 per month if what others
have experienced holds true.

This means my first month is paid for.

Since there are no contracts, I can go to work finding more new money
and not only pay for myself, you'll keep profiting from having me here.

Is this what you want?"

End///

Walking your prospect through his input of his numbers creates
a much greater buy in compared with using theory.

The old saying "show me the money"
holds true here.

Best,
Doctor E. Vile
#business #cycle #sales #slashes #walkthrough
  • Profile picture of the author Oziboomer
    Originally Posted by ewenmack View Post

    Numbers time and dollars work best.

    Walking your prospect through his input of his numbers creates
    a much greater buy in compared with using theory.

    The old saying "show me the money"
    holds true here.
    Thanks Ewen,

    Business owners can't argue with numbers...they may ignore or try to discredit them but numbers are considered as "facts" and using factual evidence helps with conversions.

    You just gave me a great idea for a few "tools" to use in conjunction with your approach.

    A spreadsheet for when you do a "face to face" where you provide the outcome after they input their numbers....

    You know it's been done before...much like the "home loan" calculator.

    I'd also make an online "self-assessment" tool where a prospect might plug in their own numbers and generate an outcome.

    If I was crafty I'd start collating that data and then use it to leverage sales in the physical encounters.
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  • Profile picture of the author writeaway
    Great post.

    I really appreciate that you shared this because it highlights the power of storytelling when it comes to effective sales and marketing.

    People can talk about theory all they want.

    People can talk about theoretical benefits until they're blue in the face.

    However, unless you make your value proposition real in the eyes of the prospect, chances are their minds won't be open to the value proposition you bring to the table.

    If I may add something to the discussion, I would suggest that you also supply real life case studies of past clients who have actually realized the theoretical gains outlined in the story.

    Once again, great share.
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