A few minutes ago I was sitting on my deck on a beautiful Saturday afternoon perusing my latest issue of the Utne Reader. I was reading an article about a new type of propeller for the shipping industry called the "impeller." It's an example of biomimicry because it was modeled after spirals in nature.
I know. It sounds pretty boring, but bear with me. I promise it gets better.
Early testing has shown that this design can improve a ship engine's efficiency by up to 10%. I'm sure you're as impressed as I was by this statistic. Actually, it meant nothing to me.
Just as I was about to move on, a few more facts jumped off the page:
• A freighter uses up to 10,000 gallons of diesel fuel/day.
• The shipping industry spends $43 billion/year on fuel.
• This new impeller could save shipping firms up to $4 billion in fuel costs each year.
That's amazing! Plus it's much better for the environment.
What's the message here for you? Think about the statistics you use to describe your offering. Perhaps you increase productivity 17%. Maybe you shrink waste by 7%.
If you're not taking these percentages to the next level where you actually show the financial impact on the buyer, you're missing the boat!
Today's decision makers are too busy to do it themselves. Do the math for them. Help them realize the value you truly provide.
Now ... I'm going back outside where I belong.