The concept behind the website “cost savings calculator” is brilliant. Just save it for the sales call.
Here’s the racket:
Your classic website “cost savings calculator” asks the reader to enter some numbers with regard to how much money they’re currently spending to fix their problem.
After clicking the SUBMIT button, a variation of this message pops up:
If you worked with us, you’d save X amount of money!
Unless you’re on Geico, then it’s:
In 15 minutes, you could save X on car insurance
In other words …
Here’s what it costs to NOT do business with us.
But as convincing as it looks
It’s not enough to get your prospect to contact you
Or take any action at all
And here’s why:
Rather than making your prospect contact you
They feel abandoned
Yeah, that’s an impressive number. But WHO is going to help me achieve that?
See if this helps:
There IS absolutely a place for that kind of visual representation of the cost of not doing business with you:
A sales call.
After asking and probing and nudging and digging
Deeper and deeper into your prospect’s problem
There will come a point when you can bring up a digital whiteboard of any kind:
Whimsical®, Remarkable®, what have you
And in a noticably crude, unsophisticated, un-slick, ham-handed fashioned
The more crude, unslick, and ham-handed the better
Your prospect can watch you calculate all those numbers
By hand
Making it undeniably simple
And super in-your-face clear
That your number
Is preferable to theirs
Only your number
Is now inextricably linked
To a whole host of your prospect’s deeply personal challenges
And the person
Who is going to personally
Save
Their bacon.
I’m here,
Kevin