The key here is guiding the customer toward your solution ideally using trustworthy, third-party data. Note: in this case, I’ve used the value of technology investments as the qualification hook, but sourcing similar hooks for your solution or industry is usually a simple Google or ChatGPT search away! Sample narrative: “Based on similar companies we’ve been talking to in your space/geography, those who are investing believe it will not only achieve a significant return but also help them emerge from the uncertainty in a much better competitive position.
In fact, a study from Mckinsey that looked at how companies react during nepal cell phone number list economic downturnscost reduction efforts had a 2% impact on the bottom line. But companies who invested in innovative digital tools like ours saw an incremental 5% cost reduction.” 3. Pause & Question Science tells us that customers like their ideas more than they like your ideas. That’s why finishing your narrative by teasing the future, taking your foot off the gas, and passing the mic back to them is imperative.
Asking them what they think the future might hold if they DON’T move forward with (or even evaluate) your solution provides them with a sense of control and helps you understand how much emotional value they associate with it. Sample narrative: “We completely understand that moving forward with this type of solution [at this time] won’t be for everyone. So if you don’t believe the investment will leave you in a better position once this is all over, that’s completely okay.