If You Can Decrease An Executives Operating Expenses They'll Have No Reason Not To Buy

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

Every executive wants more profits! One motivating factor makes executives buy from you over anyone else, but first, lets clarify one thing -- profits are a factor of operating expenses against total revenue.

How does your solution help executives reduce operating expenses?

By reducing the cost of business, you help executives:

• Make available capital for other activities,
• Increase profits without revenue increase,
• Lower the burn rate prior to an initial sale,
• Address funding shortages in other areas,
• Finance improvements in other areas of business,

To demonstrate your ability to decrease operating expenses it's important to understand an executive's unique situation. Use a discovery process to identify key areas of cost savings tied to your product, document these points in your presentation.

Never assume you'll reduce operating costs until you first clearly understand the executives business, even if you've reduced cost for similar clients. You'll get better results demonstrating cost savings from examples executives identify in your discovery.

Once they have identified the cost savings, move the focus to what they will do with the capital recovered. Emphasize they can get your solution without spending anymore than they already do.

Keep the conversation focused on:

1. Producing the same or better results,
2. Doing it for less than they do now,
3. Investing the difference in growth,

Design marketing materials to provide specific proof that your solutions reduce operating expenses, but only provide materials relevant to this particular executive's situation. Relevancy creates greater influence than the volume of examples you can produce.

To keep the executive sold, provide tools to monitor savings as they use your solution. This provides a solid measure of value that translates into future repurchase for your organization. When executives know that you reduced operating expenses, they will be more loyal to you in the future.

© 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/

Learn how to close with executives by demonstrating a reduction in sales costs ...

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,