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Messaging Platforms That Impact Revenue And Profits
Developing Persuasive Language That Expedites Movement Through The Sales Cycle
Professional Services (PS) organizations face very challenging sales cycles. Several factors contribute to the complexity of these cycles. Services are intangible, making it difficult to describe them in concrete terms that potential buyers can quickly grasp. What’s more, the deliverables that clients actually take possession of from an engagement are often amorphous. How does one sell something that a buyer cannot see and only vaguely understands? What language will cause them to sign the dotted line? This is the great challenge of the PS sales cycle - persuading ideal clients that your services are the solution to their challenges and opportunities.
Too often PS executives tell us:
- Their current value proposition statements for the firm and specific services do not resonate with prospective ideal clients or produce buying behavior.
- Preparing messages and documents for important meetings is laborious and time intensive.
- There is a lack of consistency in structure and presentation of messages about individual services from one document to the next and no framework exists to define how messages should be created and presented.
- There is an overall absence or weakness of “benefits-driven” messages for the firm and for each service. Overall, messages need to be more crisp and concise and need to communicate value.
Our Solution
The Shattuck Group develops comprehensive messaging platforms for your business as a whole and for each service you offer. For your business we develop compelling elevator pitches that include mission, vision, and value proposition statements. For your services, we develop a messaging matrix that includes an overview, value proposition, results, benefits, and deliverables for each service.
Value Proposition
Our research-backed messaging platforms shape buying behavior by speaking to the results and benefits that matter most to your ideal clients – what they want to realize from buying your services.
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