How to use a Digital Calculator to Clearly Communicate Value
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In the past two episodes we have discussed what numbers we use in the Inbound Revenue Calculator and how it helps you connect with prospects. This episode is all about value.
A digital calculator is an objective way to identify a clear pain point and to help you know where to steer the conversation to help the prospect see value.
Always remember you are selling to a person. Numbers are important, but so are emotions.
The Emotional Side of Numbers
A good salesperson has the ability to connect with prospects emotionally. The salesperson builds relationships quickly and works with the prospects' best interest in mind to help them purchase something of value to them.
Agency’s are in the business of growing their customer's business. So how do you get a business to trust that investing their money into an inbound marketing retainer with you is the right move?
It’s a cycle. It starts with emotion, build the relationship and build rapport.
It starts with emotion, build the relationship and build rapport. After a relationship has been built the value needs to be presented. That’s where you use a tool like the Inbound Revenue Calculator to show objective value.
But the cycle doesn’t stop there. It’s time to bring it back to emotion. Too many agencies try so hard to just present facts and numbers and then are disappointed when a customer walks away.
The Real Pain Points
The reason the prospects are walking away is because you didn’t uncover the real pain points.
The objective numbers aren’t the “hard sell”. They are the tool you use to identify where to focus where the actual pain points are. You are selling to humans, not robots.
What would it mean to the person on the other end of the line if you increased their website traffic by 30%? What would it mean if you increased their conversion rate by just 1%?
Sure, it would mean more money for the company. But what else? A promotion? A raise? The ability to develop a new product they have dreamed up?
Those are the places you need to focus, not just the dollar amount.
Having an Inbound Revenue Calculator
Want to start using the IRC today for your agency? We have published a free version you are welcome to use with your prospects here: Inbound Revenue Calculator.
Want a custom-branded version for your agency?
We have two available versions, a HubSpot CMS-based calculator and a non-HubSpot version (for use on any server that runs PHP).
