Research

We all know how time-consuming research can be, and even when we know exactly what we are looking for, finding the perfect solution is hardly ever a quick task. This time cost (and sometimes financial cost) is even more prominent in the earlier stages of our fact-finding when we’re still not altogether sure of what we are looking for.

By showing within your sales message that you have already taken the time to do the research yourself, you’re not just demonstrating the direct value of your product/service, but you are also adding indirect value to it in the form of time saved.

Examples:

• I spent months looking for a solution
• I lost weeks on end hoping to find
• I looked everywhere for what seemed like an eternity

Exercise:

Write down a sentence that summarises the time (and money) you have spent in finding a solution to the problem you know your customers face. Where possible, provide actual numbers (hours, costs, etc) and highlight the shortfalls of any solution you may have encountered during your research.