Why Should They Choose YOU? Demonstrate ROI!

You can get more clients with less stress by demonstrating the returns prospects stand to gain from working with you.

Also help them see what they stand to lose when they do not! This is called demonstrating ROI (return on investment)

Here are a few tips to get you started:

a. Demonstrate that working with you is an investment, not a cost.

Investments result in profit, savings or some benefit. Costs are money, or some other resource, going out.

How does working with you result in money coming in, or some gain to the prospect?

How can you show that it is not just money going out?

You can start by helping your prospect to determine the outcomes of staying where they are and not working with you.

Then show the results you deliver and the outcomes of these. Do not stop at immediate gains. Focus on possible ripple effects too.

b. Share case studies of others like themselves that you have helped.

Provide facts and figures to show how investing in your solution made the client better off.

Have the client say what their situation was before and after working with you.

Audio and video case studies are even more powerful!

c. Help your prospects see that they get more out of the transaction, money-wise, than you do.

Structure your offerings to show that this is true.

For example, you may receive their £500 investment to teach them how to attract their ideal partner/get on
well with their children/get a promotion/attract new clients. However, when they achieve what they came for, what are the results worth to them? Have them quantify the results, including ripple effects, in monetary terms.

Most often they will conclude that the results would be priceless. Which makes the £500 investment a small one!

Your assignment:

Practice demonstrating to your prospects how working with you or buying your product is an investment and not an expense.
Create your case studies demonstrating the value you deliver. Video or audio case studies work best.

Apply these tips EVERY TIME you have a selling conversation with a prospect, in-person or otherwise and watch your client base grow!