Selling a product that has exceptional ROI metrics is great in theory but customers frequently seem to discount the ROI metrics as fluff or unrealistic. We have customer case studies and testimonials to back it all up but still find that a lot of those ROI numbers are viewed as questionable.
Do others see this and if so how do you handle those objections?
Something I’ve noticed with a couple of prospects who don’t fully believe ROI numbers is wanting to speak directly with customers using the product and hear from them how they achieve these numbers.
I think it shows the importance of building trust and also having a sound process of how the ROI numbers were calculated
From a cold outreach perspective, I’ve had more prospects reference one of the reasons they took a meeting was because of the companies we list as a case study versus the actual metrics in the study.
@jared.jacobovitz I personally believe ROIs are a BS metric. If you are a valid company your a good ROI are table stakes and do not help you stand out from the competition…which is what you are trying to do.
Back in the day (not to age myself) ROIs were important because tech and automation was fairly new. Nowadays, ROIs are a given.
I agree customers want to talk to other customers, but I think the best thing you can share along the lines of an ROI is how well your solution helped them or will help them reach their Corp Metrics (ie Rev Growth, EBITDA, etc).
if you can show your solution has helped ACME company increase Revenue by 5% by improving these things…you will have a better conversation.
I have completely removed ROI from any analysis (ie BVA).
Hope this makes sense.