Understand Your Buyer > How to Engage > The scope of your offering

What is it?

Talking about the scope of your offering in terms of cost, reach or other factors can help potential buyers understand if you are the right choice for their needs.

Why does it work?

It works because buyers are looking for the most likely solution to meet their needs with the minimal amount of risk or unknown. If you make it obvious just how big or small your offering can work or how expensive or affordable it could be, it may feel to you like pointing out the obvious but it could make or break your chance of making the sale.

How can you use it?

There are a couple of ways you can do this.

It could be a bullet point list (as in the example) or it could be a range from small to big. It could be an image, it could be text – it could even be a jingle, but the main focus should be on what would be most meaningful for your buyer.

This might include:

Money – smallest to largest price

Location – where do you operate?

Result – what’s the smallest and biggest problem you solve?

Client – what’s the “smallest” size of client/company you deal with?

See also

The Scope of your offering

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