Three Ways To Demonstrate How Your Solution Increases Revenues

By Justin Hitt, Executive Relations Advisor, http://hittpublishingdirect.com/

How does your solution help executives increase revenues? Whether directly or in-directly, to persuade executives to go forward with your offer, it's important to demonstrate how your solution increases revenue.

A company can never earn more profits then they have generated in revenue. This motivating factor is so important because if an executive isn't collecting the revenues they bill, their ability to grow is limited. If your solution can help them increase real hard collected revenues, then you open new possibilities for the growth of their organization.

Here are three of the many ways to provide emotional proof your solution can increase revenue:

1. Use a formula based on factors of time or reduction of time to sale. Executives are smart people and need to see solid justification for a purchase. Use quick formulas that encourage dialog around the results created by your solution over anything it particularly does. The result of the formula should clearly demonstrate a reduction in time to sale logically connected to your solution. The emotional aspect of this demonstration is that the executives conclude your solution will reduce time to sale, and further justify a purchase with their own ideas of future performance.
2. Increase the number of profitable transactions. The more profitable transactions an executive can realize after implementing your solution the faster they can realizing profits. Show before and after results with existing customers using meaningful case studies. For a case study to provide proof, it must show new profits where they didn't exist before, but present them in a way the executive can related. Create an emotional connection for executives reading your study by helping them see a similar increase in their organization. For maximum influence relate that increase to value they create for stakeholders without additional effort on the executive's part.
3. Remove delays or shorten operating processes. Be specific about which processes and how specifically your solution contributes to the company's ability to keep revenue moving towards their bank accounts. Many solutions can increase revenue, but stress the importance of actually helping the executive collect that revenue too. The emotional connection that a lead to a close is to eliminate executives frustrations that they feel hold them back from increased revenues.

You are not creating smoke screens, playing tricks with numbers, or exaggerating your abilities; instead, you are demonstrating specific connections between your solutions and the executives' ability to see increased revenue. Not all products or services contribute to revenue growth, but when you can demonstrate this connection then executives are likely to be motivated toward buying from you over anyone else.

Questions to ask about your solution:

1. How does our solution increase revenues?
2. Where does our solution increase revenues?
3. In what situations does our solution increase revenues?

Use the answers to these questions to improve sales presentations, address objections in marketing materials, and create supporting tools that close new opportunities. Each year you need new ideas that keep these connections fresh in the minds of your executive buyer.

Get these ideas from fully understanding your solution, reviewing marketing collateral from other industries, and interviewing your customers about how they use your solution. Your swipe file is the best place to start looking at other ways to convey how executives can increase revenue with your solution.

© 2005 Justin Hitt, All rights reserved.
/ executive-relations | motivating-factors /

Justin Hitt, a copywriter and executive relations advisor for Hitt Publishing Direct. To contact him, or learn more strategies for selling and marketing to executives, visit http://hittpublishingdirect.com/

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Table of Contents

Seven Motivating Factors That Help Executive Decide To Buy From You

1. Three Ways To Demonstrate How Your Solution Increases Revenues,
2. Why Decreasing Employee Turnover Motivates Executives To Buy Now,
3. Why Is Customer Retention So Important To Executives In Business-To-Business Firms,
4. How Demonstrating You Can Improve Response Time Will Motivate Executives To Buy,
5. If You Can Decrease An Executives Operating Expenses They'll Have No Reason Not To Buy,
6. How To Close With Executives By Demonstrating A Reduction Of Costs Of Sales,
7. Are You Minimizing An Executives Risk By Purchasing With You?,
8. How You Can Help Every Executive Feel Appreciated,