Most founders sell their service like this:
- “We will work 50 hours.”
- “We will give consulting.”
- “We will implement systems.”
But customers don’t care about hours.
They care about results.
And the biggest reason customers delay decisions is simple:
“What if I spend money and don’t get results?”
That is why many deals get stuck in:
- Price negotiation
- Delayed approvals
- Endless meetings
- “Let us think about it”
A smarter approach is the Shared Saving Model.
In this model, instead of charging everything upfront, you help the customer reduce costs or improve profits first — and then take a percentage from the savings created.
Example:
Instead of saying:
“We charge ₹5 lakhs for process improvement.”
You say:
“We will reduce your wastage by ₹20 lakhs annually, and we will take 20% of the verified savings.”
Now the conversation changes.
The customer feels:
- Lower risk
- More trust
- Better confidence
- Faster decision-making
This model works especially well in:
- Cost reduction
- Operations
- Logistics
- Energy saving
- Recruitment cost reduction
- Profit improvement consulting
But one thing is important:
Savings must be measurable.
You need:
- Clear baseline
- Clear numbers
- Proper tracking
- Transparent reporting
The lesson for founders is simple:
Don’t just sell effort.
Sell outcomes.
Because customers buy confidence faster than they buy services.
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Author Bio
Mr. Rahul Revne Founder of RRTCS (Rahul Revne Training & Consultancy Services), Mr. Rahul Revne brings over 15 years of experience in HR, Sales, Strategy, and end-to-end business consulting.
Known for turning struggling ventures into thriving enterprises, he helps entrepreneurs master the art of meaningful customer connection, emotional intelligence in sales, and purpose-driven business growth. Author of Entrepreneurial Series and Spirit of Inspiration, Mr. Revne continues to empower leaders with clarity, courage, and customer focus.