Years ago I was part of a team pitching a Fortune 500 company.
This was a huge HUGE deal for us & we worked as hard as we could to make it amazing!
So we had crafted a solution proposal that would save this company $1,000,000 a year!
No brainer - right? Who doesn't want to save a million dollars?
Well, we were lucky because we ran the proposal by an internal champion before the meeting....and this champion said "So what?
Most of the time the #VALUE means $$$$. And that's a problem. Because VALUE can mean many things to different customers.
This customer put NO VALUE on one million dollars of savings. So we asked our champion - what do you guys care about?
Answer? "Sustainability." They had a national program, a corporate drive to be GREEN! Well whaddaya know...it just so happened our solution got rid of a lot of...paper.
We ran the numbers...one tree made 16 reams of paper.
When we presented, the "value" wasn't $$$$ It was trees - 36 trees a month. 432 trees a year.
They'd save...a forest! The result? Sale!
What does "value" mean to YOUR #customers?
It may not be what you think. So ask.