Powerful ROI Solutions

Value-Based Sales

Business Man

All major technology projects require a Return on Investment calculation that presumably shows the company making more money as a result of the implementation than it put into it. Of course, the “hard-dollar” numbers make for an easier sell to the C-level executives. Too many business owners, when asked about the value or ROI of their product or service, shrug their shoulders and say, "I can't really put a value on it." If you can't put a value on it, think how hard it is for your prospects and customers! And if they can't put a value on it, how likely is it for them to buy it?

ROI has become a hot business term in recent years. Recent studies found that 80% of companies require some form of formal justification for new technology related projects, with a strong preference toward using ROI. Interestingly, the same study found that 1 in 5 companies have a formal policy to measure actual performance against the ROI projections.

Advance the Sales Process

ROI calculators have proven to be excellent frameworks for advancing the sales process. An ROI calculator steps the customer or prospect through the value drivers of the product. While the end goal of the ROI calculator is to reveal a bottom line number, the real value of the calculator is establishing a thought process in the prospect's mind about the discrete areas that your product delivers tangible value. In addition, the ROI Calculator communicates to the customer that you have "done your homework" and you understand their business.

The key idea is that you communicate ROI by looking at your value proposition through your customers' eyes. In other words, why should they spend their scarce money with you, versus using the funds in some other way? Customers have plenty of choices including doing absolutely nothing. So ROI calculators must be used to evaluate multiple options that the customer might consider. Your customers want to know how long it will take them to get back their investment or make a profit. Many will want to see a recurring return.