subject: 2 Ways To Create "oh Wow" Moments In Sales [print this page] Do you know what an "Oh Wow" moment is? It's when you realize something that you didn't know before. Like, "Oh Wow, if I switch my mortgage payments to bi-weekly instead of two times a month, I will pay off my mortgage 7 years earlier and save tens of thousands of dollars in extra payments?"
One of my most favorite moments is when a client has that "Oh Wow" moment when you tell them something that changes their perception of a long-standing belief. They get this look on their face that's hard to completely describe, but it goes from deep thought to an ah-ha look.
This is what you want when you are talking to a client or prospect, because it is at that moment you know that you have showed them a problem that they didn't know they had or you showed them a solution to the a problem that they knew they had, but thought they couldn't fix.
There is typically one of two ways that you get someone to have an "Oh Wow" moment, you show them or tell them about something that you have done for someone else or you show them using their own information.
Examples:
1. Where you have done this before: I have worked with a lot of oil and gas companies based on the fact that I live in Calgary, which is the oil and gas capital of Canada. Part of one of the services that I have provided in the past to oil and gas companies is where I go in and correlate data from multiple systems and provide clarity to a lot of clutter. One of the offshoots of the service I provide is the fact that I can identify oil and gas wells that are missing on well lists.
Typically each well has what they call "reserves" against it. A reserve is the recoverable or potentially recoverable oil or gas that a well might be able to produce over its lifetime. Reserves are in most cases an oil and gas companies' most valuable asset.
When I find wells that are missing, I will find more value that can be added to a company. If I find 40 wells producing 40 barrels of oil a day, then typically this will boost reserves value by about $20/barrel or in this case, by about $120,000,000. When I tell people this I often get the BS look, but when you show them where is was done before and why this happens and how it could happen to their company, you get that "Oh Wow" look because they finally realize that what you are saying is correct.
2. Using their own information: I have recently been working with a company in the oil and gas industry where we are trying to get a turbine put in place to capture waste heat and generate electricity. One of my co-workers went to do a site visit at what would be considered 2 identical facilities to look at opportunities.
While he was there, he did some digging a noticed that one of the sites was sized with a larger electrical capacity when it didn't need to be. Taking this information, he got the power consumption for both sites and did an analysis and realize that one of these sites were paying 25% more for electricity at the one site. This would roughly translate to $40,000 a year.
When we presented this information to the client, they had the Oh Wow moment realizing that they have over 250 similar sites, which could translate into $10M a year in electricity charges that could be eliminated.
How do you create "Oh Wow" moments? I can't specifically tell you how, it usually depends on your industry, but you have to be on the look out for them. You'll notice it usually when you say something to someone or you show them something and they will give you the look. When you do this, remember what you said or showed them and if it is an "Oh Wow" moment, then start working with it and incorporate it into your sales process. You will land way more sales showing people "Oh Wow" moments.
