“Increased profitability. Decreased costs. Improved retention. More productivity.”
Just about every business-to-business service out there today promises these end results. If you’re one of them, stop doing it.
The problem is that every single one of your competitors is promising the same thing. Of course, that doesn’t mean that one of these end results shouldn’t happen when using your service. It just means you can’t hang your hat on it. That hat rack is way too full.
Every one of your clients already expects you to help them make money in some form or fashion, be it increased output, decreased input, or more volume. Everyone wants that.
You need to sell them how you’re going to do it. You need to show them the proof that you can really do it. You need to offer something way more than promises that contain the words “profits,” “costs,” or “production.”
You’ve got to get a lot more specific.
Since your client knows their business much better than you do, they’ll know when they see something that’s going to help them make more money. You don’t have to tell them. Stop convincing them that you’ll make them more money, and just show them what you’ve got that they instantly recognize will make them money.
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