fbpx

How to Sell Technology to a Sceptic.

Two: Understand the problems your client needs to solve as well as the goals they want to meet, by listening even more than you talk. With the information you get can go beyond the client’s specific request and even suggest different options that will better serve them both immediately and down the line. The trust you have established will make them more inclined to consider your product, and will likely make loyal customers out of them.

Three: Pitch the business impact, not the technology. Your proposal needs to include the equipment and services you are offering, but it is equally important to focus on how it will impact the client’s business. Will it enable more up-to-date client files, result in quicker order processing, enable employees to work off-site, or reduce downtime? This illustrates the benefits of the technology in a way that the client can understand.

Four: Persuade through storytelling. This will be more memorable than if your pitch only contains information about the technology. No matter how impressive the features of the product are, the client will likely not pay attention if they are buried within 20-minute block-level backups or emergency virtualization. Instead, tell a story about a successful experience another client had with the product. Besides, a reluctant prospect might not trust you, but they will more likely trust other customers, who they usually view as less biased.

Five: Use cold hard data for evidence. While some would be more convinced by another client’s story, other truly sceptical prospects might be better convinced with cold hard data for evidence. It has been said countless times, that the numbers do not lie, so your client might come around if your data supports your narrative.

Six: Give your client multiple choices. Offer them a range of alternatives at varying service levels and costs. Discuss the trade-offs, advantages, risks and impact of each option. Be flexible enough to discuss customized packages and then leave it up to the client to decide what they want, and can afford.

Share this post.

Share on facebook
Facebook
Share on twitter
Twitter
Share on linkedin
LinkedIn

Related posts

A Decade of Empowerment: Celebrating Women in Tech at Kanzu Code

As Kanzu Code approaches its 10th anniversary, we’re reflecting on the incredible journey that brought us here. From being housed in a single room in Najjera to a thriving ecosystem of four companies (Kanzu Code Limited, Kanzu Code Foundation, Kanzu Code Inc., and Kanzu Finance Limited), our growth is a testament to the dedication of […]

Lessons for the Investment Club- Kanzu Code

Why Nobody Cares About Investment Clubs.

In spite of the numerous benefits that come with an Investment Club network, a number of people remain indifferent to them. Preferring to invest individually, or choosing the riskier option and not investing at all. I am going to now tell you 7 reasons why I think people continue to ignore Investment Clubs as a […]

Time, wealth - Kanzu Code

24 Hours To Improving Wealth.

Do you know that there are certain things you can do right now to improve your wealth? And I am certainly not talking about a quick gamble that promises everything and yet never delivers. I am speaking about intentional lifestyle changes that not only set you on the path to financial freedom but make sure […]

A Decade of Empowerment: Celebrating Women in Tech at Kanzu Code

As Kanzu Code approaches its 10th anniversary, we’re reflecting on the incredible journey that brought us here. From being housed in a single room in Najjera to a thriving ecosystem of four companies (Kanzu Code Limited, Kanzu Code Foundation, Kanzu Code Inc., and Kanzu Finance Limited), our growth is a testament to the dedication of […]

Lessons for the Investment Club- Kanzu Code

Why Nobody Cares About Investment Clubs.

In spite of the numerous benefits that come with an Investment Club network, a number of people remain indifferent to them. Preferring to invest individually, or choosing the riskier option and not investing at all. I am going to now tell you 7 reasons why I think people continue to ignore Investment Clubs as a […]

Mistakes with Wealth - Kanzu Code

7 Horrible Mistakes You are Making with Money.

Are you spending only what you earn? Do you investigate before you invest? Are you saving now while you earn, for later, when you retire? These are all things you must consider about the money you have now, otherwise, you soon will not have any. The big responsibility with money is not in making it, but […]

Wealth -Kanzu Code

4 Cliches About Wealth You Should Avoid.

The most common misconception about wealth is that it is determined by how much money you make. However, there is more to it; it especially is about how much money you keep. And even though making money is hard enough, holding onto it is harder. This process is not helped by society or culture.  So, […]