12/08/2022
𝗪𝗵𝘆 𝗨𝘀𝗲 𝗖𝗮𝘀𝗲 𝗦𝗲𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 #𝟭
Let's start with the startup's sales foundation which will be
significantly easier when selling with "use cases."
Now, we all have brilliant technology.
In fact, intelligent technology isn't what people are buying.
Though it's admirable, it overtakes where we should really be at the moment.
Most startups have spent a long time building their platforms and apps. So it's hard to comprehend this scenario.
The use case is what we are selling because the use case brings value, and the prospect we're reaching also looks for value.
Let's talk about use case selling. First, a use case is not a case study.
Case studies are calculating the ROI - measuring results.
But the use case, on the other hand, is a value that,
the company offers, or it fits in the company usage model.
It depends upon which industry use cases will be implemented,
Be it FinTech, Aviation, Retail, Manufacturing... industries.
Within the specific industry, segments are being used to describe the use case,
Such as complex manufacturing or light manufacturing.
So, companies need to understand where their products fit into the market.
And to which sub-market the customer is allocated or high consumption.
More precisely, how they utilize or which customers use it.
If we look beyond what type of team uses, such as an R&D team - a business team or a finance team.
#1 Use case selling is a specific way to talk with your audience.
#2 Use cases within your company need to be categorized in a structured manner.
#3 Use case selling also translates specific segments into business profit outcomes or value to your company.
These can be pitched to the CEO, CFO, EVP, or VP.
Your competitors or market has not widely used this strategy,
it’s like selling the benefits and features where you find the actual value.
If you ask your prospects how they prefer to buy, you reply with a use case such as “do you prefer to buy a demo?”
Or “do you prefer to buy a feature base tech?”
Or “do you prefer to buy this use case?” The customer says “Yes” and shows interest in buying that use case that fits into their product and tries to learn how this use case brings value.
But, the use case has to be sold to the people who can finance or sign for it.
And buying groups will explain use cases and how they fit within your market or sub-market or, let’s say, the type of company or title of stakeholder in the company.
The use case is ground-breaking, and it’s selling #1. Once you grasp it totally, you never wish to go back!
If you want to learn more, I break this down in 𝗢𝗨𝗥 𝗧𝗛𝗜𝗡𝗞𝗜𝗡𝗚.
← You can read more at RevenueAccelerators{com}.
↓ Or find it linked in the comment below.
For 𝘞𝘦𝘦𝘬𝘭𝘺 𝘚𝘢𝘭𝘦𝘴 𝘐𝘯𝘴𝘪𝘨𝘩𝘵𝘴, FOLLOW ME: Edward Golod
Check the full Linkedin post here: shorturl.at/bdgp4
