Understand Your Buyer > How to Engage > The Calculator Effect
What is it?
Allowing your buyers to calculate the impact or cost of your offering can help them to make a better buying decision, but without spending time on calls and emails.
Why does it work?
It works because it empowers the buyer to work out if your offering is appropriate for them in the comfort of their own home or office but without the pressure or obligation they would have if they were speaking with a member of your team to find out the same information.
How can you use it?
Depending on your business, calculators can be used for 3 main areas and included in your website, or even used as a lead magnet if appropriate.
- Calculate pricing – allow them to scope the best solution
- Calculate savings – time/money/energy
- Calculate impact – what are the tangible, calculable impacts of your offering?
If you do choose to create a calculator as a free tool / lead magnet, then it needs to meet the following criteria:
- It simplifies something for your buyer
- It doesn’t stop your buyer from buying
- It calculates something that is extremely valuable to your buyer
Example
Many loan companies allow you to calculate precisely how much you can borrow over what time period to find the best deal for your budget.
See also
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