A client asked me why they’re not getting traction with a heavy ROI value proposition. They can demonstrate a profit improvement of between £0.5M – £1.0M for their prospect in just 90-days. That looks good, right?
So, why is their prospect hesitating to engage?
Here’s the thing … making buying decisions for consultancy work is tricky. And it’s sometimes easier to delay, or do nothing, rather than make a decision. Showing a heavy ROI was a logical approach, but it’s only part of the picture.
Their conversation was missing the emotional drivers that sit behind prospect’s decisions. The slide, which I shared with my client, shows some areas where you might elicit and amplify these drivers.
And, now my client can see the problem clearly, they’re working on a new approach. (**By the way, these emotional drivers apply equally to decisions within consulting engagements as they do to sales situations.)
The mini-mission
Take a look at a client decision that’s stuck. Run it through the framework on the slide.
What insights does this give you about the client deferring, or declining, to make the obvious decision?