This document provides guidance for communicating value to frugal buyers. It discusses:
1) Frugal buyers need bottom-line proof prior to purchase, such as benefits estimations, ROI/TCO analyses, and value stories.
2) Not providing this value-focused information can result in up to 40% discounting, longer sales cycles, and lost deals.
3) Tools like benefits estimators, value stories, and ROI/TCO analyses help sales reps quantify the costs of doing nothing and the value of a solution in bottom-line terms frugal buyers require.
25. Personalize
Challenge
Engage
Industry, Location & Size
Buyer’s Role in Purchase Decision
Business Objectives & Challenges
Current Practices & Priority Issues
Cost of Doing Nothing
Benefits and ROI of Change
Quantify Competitive TCO & Value
More Visuals & Less Text
Contrast – Before vs. After
Social Stories – User Successes
& Social Sharing
Tools that Work!
26. You Need an Edge …
Suite from “Do Nothing” to Yes
Yes = Rational + Emotional
Not just a tool, an Enterprise Platform
Integrated Customer Intelligence
3rd Party Credibility & Experience
Platform
Mobile Sales & Marketing Enablement
International & Security Certified
27. Helpful Resources
Product, Solution, Value – You Decide!
The Solutions
– Benefit Estimators
– ValueStory
– ROI / TCO Sales Tools
The Proof
Fight Frugalnomics Resource Center