The 7 Challenges of Value
Challenge #3: Identifying the people who care about value.
Want to talk price? Talk to procurement. Want to talk value? Well maybe procurement are not quite the people you should be talking with. They don’t really care about value, they care about getting the best deal, and that usually means a focus on price. (OK, if you’re in procurement you might well disagree – if you’re in sales that’s just how it feels!) The solution is to find people in the business who care about value (but you’ll need to understand what value is before you can really do this! See Challenge #1)
Making sure you’re talking to the right people when you want to communicate and sell on the basis of your value is key. A real life example makes the point.
Talk to the Right People!
One of our clients is a large provider of Business Information (BI) software. Historically they had sold, or tried to sell, their sophisticated software to the logical buyers in their target customers, the IT department. Results were not encouraging. Not only were they struggling to get buy-in to the solution they provided, they found themselves outside the IT departments budget too!
We asked them what they were selling – the answer was software. We then asked them what their customers, the real customers, the people who actually benefited from what they did, were buying. The answer? – The ability to make top level business decisions on the basis of accurate and timely information. So where did the IT department fit in? Other than as the people who would manage the service, they didn’t. The people who would benefit were top level managers and board members. Once they started talking to these people and they began to appreciate how much the software and access to great BI could help them, budgets become more readily available and orders began to flow!
Talk to the people who will benefit from your value….
In looking at gaining access to any new or existing client, the goal should be to talk to those people who will actually appreciate the benefits, and the value, of the solution you provide. Sales people constantly discuss how high up in an organisation they should try to gain access. A good starting point is to ask yourself, “Who benefits from the real value our solution could deliver?” and start there.
Talk to us!……………..
At Axia Value Solutions we help our clients defend and grow their margins and build profitability. We do this by helping them to reach a deeper understanding of the value of the solutions they deliver to their customers and through that understanding enable them to differentiate, price and communicate their offer increasingly effectively.
Axia Value Solutions – Value through Understanding
For more information you can contact Mike and Harry at info@axiavalue.com or click on the “Let’s Talk” link on the website www.axiavalue.com
Want to talk price? Talk to procurement. Want to talk value? Well maybe procurement are not quite the people you should be talking with. They don’t really care about value, they care about getting the best deal, and that usually means a focus on price. (OK, if you’re in procurement you might well disagree – if you’re in sales that’s just how it feels!) The solution is to find people in the business who care about value (but you’ll need to understand what value is before you can really do this! See Challenge #1)
Making sure you’re talking to the right people when you want to communicate and sell on the basis of your value is key. A real life example makes the point.
Talk to the Right People!One of our clients is a large provider of Business Information (BI) software. Historically they had sold, or tried to sell, their sophisticated software to the logical buyers in their target customers, the IT department. Results were not encouraging. Not only were they struggling to get buy-in to the solution they provided, they found themselves outside the IT departments budget too!
We asked them what they were selling – the answer was software. We then asked them what their customers, the real customers, the people who actually benefited from what they did, were buying. The answer? – The ability to make top level business decisions on the basis of accurate and timely information. So where did the IT department fit in? Other than as the people who would manage the service, they didn’t. The people who would benefit were top level managers and board members. Once they started talking to these people and they began to appreciate how much the software and access to great BI could help them, budgets become more readily available and orders began to flow!
Talk to the people who will benefit from your value….
In looking at gaining access to any new or existing client, the goal should be to talk to those people who will actually appreciate the benefits, and the value, of the solution you provide. Sales people constantly discuss how high up in an organisation they should try to gain access. A good starting point is to ask yourself, “Who benefits from the real value our solution could deliver?” and start there.
Talk to us!……………..
At Axia Value Solutions we help our clients defend and grow their margins and build profitability. We do this by helping them to reach a deeper understanding of the value of the solutions they deliver to their customers and through that understanding enable them to differentiate, price and communicate their offer increasingly effectively.
Axia Value Solutions – Value through Understanding
For more information you can contact Mike and Harry at info@axiavalue.com or click on the “Let’s Talk” link on the website www.axiavalue.com
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