5 Realistic Ways to Help Customers Sell Your Product Internally

If you’ve ever felt that your product or service was a perfect fit for a customer, only to encounter obstacles when they sought internal buy-in, you’re not alone. This is a shared sales challenge. But here’s the secret: you can empower your customers to advocate for your solution. Here are five practical and realistic ways to equip them with the tools they need to make your product an internal no-brainer.

1. Empower with Insights

Information is power. When your customer believes in your product but struggle to articulate its value to their team, arming them with insights can make all the difference.

• Share success stories: Real-world examples resonate deeply. For instance, show how a similar organization used your solution to solve a specific pain point. Tailor these stories to your customer's industry or goals, making it easier for them to paint a relatable picture.
• Provide concrete data: Numbers speak louder than words. Offer metrics such as ROI projections, cost-saving analyses, or performance improvements. This transforms the conversation from emotional persuasion to rational justification.
• Offer training: Equip your customers with polished, ready-to-use materials like slide decks or talking points. Teach them how to present your product as if they were part of your sales team. Consider holding a mini-workshop or a webinar tailored to their needs.

Suppose your product reduces workflow inefficiencies by 30%. Equip your customer with a case study showing similar results for a competitor in their industry, complete with before-and-after metrics.

2. Create Champions

One advocate in the proper position can be a game-changer. Champions are your internal cheerleaders and those who steer decisions in your favor.

• Identify the influencers: Understand the internal dynamics of your customer’s organization. Who has the authority or sway to move the deal forward? Tools like DISC analysis can help you tailor your approach to the personality and priorities of these influencers.
• Build relationships: Stay in regular contact with your potential champion. This isn’t about selling but building trust. Provide value through insights, advice, or even industry trends.
• Equip them with tools: Champions need ammunition. This could be detailed FAQs, competitor comparisons, or tailored decks showcasing your product's alignment with company objectives.

Let’s say your customer’s CTO is the gatekeeper. Provide a succinct breakdown of how your solution enhances security and scalability—two areas typically high on a CTO’s priority list.

3. Simplify the Message

Complexity kills momentum. Your product may have layers of features, but not everyone in the room wants or needs to understand them.

• Craft concise messaging: Think elevator pitch meets boardroom. Focus on three core benefits that align directly with your customer’s goals.
• Provide ready-made presentations: Save your customers time by giving pre-designed, visually compelling slides highlighting the most critical points.
• Offer cheat sheets: Create quick-reference guides that answer common objections or highlight the product’s value. This lets your advocate answer questions confidently without needing to call you every time.

Suppose your software automates manual tasks. Frame it: “Our solution reduces the time spent on X by 40%, freeing up your team to focus on Y.”

4. Align with Their Goals

Your product may be stellar, but it's a hard sell if it doesn’t align with your customer’s company objectives. Always tie your solution back to what matters most to them.

• Understand their priorities: Ask discovery questions like, “What are your organization’s top goals for the next year?” or “What’s the biggest challenge holding you back from achieving those goals?”.
• Highlight relevant benefits: Don’t just list features—connect them to outcomes. If they focus on cost savings, emphasize how your product reduces operating expenses.
• Show ROI: Use financial models or calculators to project the exact return on investment. This tangible proof can turn skeptics into believers.

If your customer’s main objective is increasing customer retention, position your product as the tool that enhances user satisfaction and engagement, directly impacting retention rates.

5. Offer Ongoing Support

Selling internally isn’t a one-and-done effort. Your customer needs to feel supported throughout the process, especially when objections arise.

• Be available: Offer to join their internal meetings or answer pressing questions quickly. This shows commitment beyond the sale.
• Share updates: Inform them about new product features or industry trends strengthening their case.
• Follow up regularly: Check-in—not to sell, but to ensure they have everything they need to move forward.

Imagine your customer hits resistance from their finance team due to budget concerns. Offer to call their CFO to explain the ROI in greater detail or adjust payment plans to fit budget cycles.

Bringing It All Together

Helping your customers sell internally involves making their lives easier while enhancing the value of your solution. By equipping them with insights, nurturing champions, simplifying the message, aligning with their goals, and providing continuous support, you position yourself as more than just a vendor—you become a partner in their success.?

In sales, it’s easy to focus solely on closing the deal. However, the most successful salespeople recognize that enabling your customer to be your advocate is equally essential. So, the next time you face a potential roadblock, consider: What can I do to make my customer’s job easier??

After all, when they succeed, so do you.