What are some effective ways to communicate the value of your product or service to the decision-maker?

1 Identify the decision-maker

The first step to escalating a sales inquiry is to identify who has the authority and the budget to approve the purchase. You can ask your prospect directly, or do some research on their company website or social media. Once you know who the decision-maker is, you can tailor your message and your approach to their needs, preferences, and pain points. You can also ask your prospect to introduce you to the decision-maker, or to give you their contact details, so you can reach out to them directly.

2 Prepare your value proposition

The next step is to prepare a clear and compelling value proposition that shows how your product or service can solve the decision-maker's problem, address their goals, and provide them with benefits. You can use data, testimonials, case studies, or demos to back up your claims and demonstrate your credibility. You can also anticipate and address any objections or questions that the decision-maker may have, and show how you can overcome them. Your value proposition should be concise, relevant, and customized to the decision-maker's situation.

3 Choose the right channel

The third step is to choose the right channel to communicate your value proposition to the decision-maker. Depending on your industry, your product, and your relationship with the prospect, you may opt for email, phone, video call, or face-to-face meeting. You should consider the decision-maker's availability, preference, and style of communication, and use the channel that is most likely to get their attention and response. You should also follow up with them regularly, but not too frequently, to keep them engaged and interested.

4 Use positive language

The fourth step is to use positive and confident language when you communicate with the decision-maker. You should avoid using words or phrases that imply doubt, uncertainty, or negativity, such as "maybe", "hopefully", "I think", or "I'm sorry". Instead, you should use words or phrases that convey enthusiasm, certainty, and value, such as "definitely", "absolutely", "I know", or "I'm excited". You should also use active voice, simple sentences, and open-ended questions, to create a rapport and a dialogue with the decision-maker.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?