🤲 At Copilr Studio, we firmly believe that building a well-founded business case for your product is a strong argument in B2B sales:
- It helps clients to visualize and understand the added value of your product on their business.
- It supports the internal selling of the solution’s added value e.g. toward management.
👔 But before you start, it does require a deep understanding of your ideal customer profile (ICP)
- Their current job-to-be-done
- And how the product addresses their needs
It's a double-edged sword, as getting it wrong can undermine confidence while getting it right can build a compelling case for decision-makers who are not directly involved.
🪚 Building such a model, depending on the complexity of the solution it addresses, will require a significant investment of time, entail multiple interactions, and necessitate a deep dive into your lead's daily operations.
❓When using the model during the sales process, avoid an overload of questions, instead focus on asking the essential ones, make assumptions for parameters that are likely to be consistent across the vertical or segment, and strive to collect information during each step of your sales process.
Alternatively, consider organizing a business case workshop if the lead is open to it.
🥅 The ultimate goal is to demonstrate tangible and credible benefits such as time savings, cost savings, increased production/operations, higher revenue/margins, and reduced risk (cost avoidance).
Any thoughts? Leave them in the comments below.
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