Telling prospects you can deliver results is one thing. Showing them is another. You can highlight all the coolest merch to capture their attention, but then you need to show how that merch can solve a real business problem. Maybe it’s sharing case studies or presenting ROI estimates. Whatever you choose, proving your value should be an important part of your sales process. 

This is because B2B buyers need to be convinced your solution is valuable. According to SalesFuel’s Jessica Helinski’s, they’re not persuaded by hype — they’re persuaded by proof. In this issue of PromoPro Daily, we highlight Helinski’s tips for showing prospects you’re the real deal.

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What Is Proof Of Value (POV)?

POV demonstrates the specific business value a solution will deliver to a prospect. For example, this could be getting more leads at a trade show or driving attendance at an event. Helinski says it focuses on outcomes like ROI, cost savings and productivity gains.

Here’s how to make POV part of your strategy:

  • Discovery. Before launching a POV, Helinski says it’s important to understand your prospect’s business challenges, goals and what success looks like for them. This insight ensures your evaluation is relevant and impactful.
  • Collaborate. According to Helinski, you should work with your prospect to design the POV framework together rather than you putting it together on your own. This helps you both align and gets the prospect on board from the beginning.
  • Target. A successful POV is focused and concise, Helinski says. Aim for about 2–4 weeks. This defined scope helps maintain momentum and keeps the sales process moving.
  • Support. Helinski advises supporting your prospect with resources and advice during the evaluation. However, you should also give them space to experience the value firsthand. The goal is to let the solution prove itself, she says.
  • Capture. Finally, make sure you compile the outcomes in a clear, compelling report. You want to make it easy for your champion in the prospect’s organization to communicate the value internally.

It’s not enough to simply show prospects the latest tumblers or trendy apparel. Buyers want to know what the merch will accomplish. When you connect merch to real business outcomes and back it up with evidence, you shift the conversation from products to results. And that’s what helps prospects feel confident saying yes.

PromoPro Daily is pausing for the Fourth of July. We’ll return to your inbox on Monday. Happy 250th America!

Compiled by Audrey Sellers
Source: Jessica Helinski is the director of research at SalesFuel.