The notion of quantifying the costs for customers in order to illustrate how much money they are currently wasting or will be wasting if they do not do business with you is a key element in the process of getting a customer to buy from you. This sounds obvious but can be overlooked by many people attempting to trade with a customer.
This process allows someone not only to demonstrate how much money can be saved but also alleviates their concerns about spending money on ones particular product or service.
Various areas may be addressed during this part of the process however it is not always easy to uncover where a customers money is being spent.
Getting customers to realise the value of ones solution has to begin with asking the right questions; in order to do this one needs to identify the customers typical costs and then decide whether or not they could be reduced or eliminated through the use of ones product or service.
A good example of this would be health care where outsourcing has become a hot topic, as well as with businesspeople and politicians.
There is a natural compulsion to use lower-wage workers abroad who have the same skills as...
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