You know how important an operational cash flow forecast is to your clients’ businesses, but do they need some help understanding how crucial it is? If you’re looking to sell Float to your clients, you’ll find these best practices helpful. We put together the best ways to explain Float to your clients in a way that they can just get.
Remember, you are the expert adviser
The conversation with your clients around whether or not to use Float should enrich your relationship with them, regardless of whether or not they choose to proceed with our software.
A ‘No’ is as good as a ‘Yes’ as long as it brings with it a better understanding of your client and their business. By presenting your clients with app-related options to improve efficiency, your clients will come to see you as an expert adviser proactively suggesting methods to save them time. Regardless of what they decide in the end, you can’t go wrong if you approach them with the genuine curiosity, the intention of understanding their position and trying to help improve their business.
Listen more than you talk
“We have two ears and one mouth so that we can listen twice as much as we speak.”-Epictetus
We tend to enjoy conversations where we’ve done most of the talking, so let your clients talk the most and they’ll feel more positive about the interaction. When they talk, concentrate on what they’re saying. Be an active listener and keep your mind from focusing on what you’ll say next. You will need to remember what they tell you to effectively sell them the right solution. The first thing to establish is the client’s position and whether their needs fit the solution Float provides. When you speak, you should mostly be asking questions.
1. To sell Float, first establish the problem
The first step to sell Float is to verify that your clients have a problem before looking for a solution. It’s up to you how you unearth whether or not your clients have a problem Float can solve. Here are some questions which could help you achieve this understanding:
How often does the client currently maintain their cash flow forecast?
If they don’t at all, ask them why that’s the case. If they don’t see the value in cash flow forecasting, you will need to convince them of the importance of this first. We have an article on why cash flow forecasting is important here. The more tailored to their business and sector you can make your argument, the better it will be received. If you need a hand with this, the Float sales team is more than happy to help.
Are they experiencing problems with their current method? Do they enjoy it? What would their ideal cash flow forecast (and workflow for this) look like?
This will help you evaluate whether they are in need of a long term, less detailed forecast, or whether they can make use of an operational short to mid-term forecast like Float. If they’re using a spreadsheet right now, check if any of the points in this article on how Float is better than a spreadsheet ring true for them.
How much time do they spend keeping their forecast up to date?
Our customers tell us that they used to spend 1-4 days a month just keeping their manual cash flow forecast up to date. After implementing Float, that is scaled down to just a couple of hours a month.
What if that time could be saved? What would that mean for the business, and for them personally?
Time saving is the number one reason why Float customers come to and stay with us. No business owner loves spending time bringing their forecast (or anything) up to date. Setting your clients up with Float will help them focus on things that are important to them.
2. Set out criteria for success
What would they need to see to justify a change in their method of cash flow forecasting? Set out clear parameters for success or failure with a trial of Float so that you have something objective to go back to for the final decision to be made. This could also save both of you a lot of time if they require something that Float doesn’t provide.
3. Map the decision makers
Who is involved in making the decision to bring on new technology? This is the person (or group of people) on whom you should focus your efforts to sell Float. Most of the time it’s very likely you’ll already be communicating with at least one of the decision makers but it’s crucial to have everyone who has a say involved in the conversation on Float, from the day-to-day user right up to the CEO/MD who may only look at in the management reports.
4. Trial Float
If your client is willing to test out the software, either set up a free trial at www.floatapp.com/sign_up, or add them as a client to your partner dashboard. If this is your first client on your partner dashboard, there will be a 30 day grace period before your first bill.
Hitting any problems?
Are your clients presenting you with difficult objections? Are you needing help structuring your approach or wanting to practice your pitch?
We’d love to help, send an email to email@example.com
Any comments? Discuss on Twitter
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