19 Jan How To Sell Technology To A Skeptic
Here is how you can sell technology services to skeptic business people (single location – owner/operator)!
1) Sell benefits — People will buy your services only if they feel it’s beneficial for them. The benefit that your service provides is its worth. No one wants to purchase something useless for them. Identify the value of your service and then try to convince your prospects of how taking your service can make their lives easier.
2) Offer comprehensible services — Never complicate your services, if your prospects are unable to understand your service, you will get a ‘no’ from their side. The best way to simplify your services is to present them in two to three tiers. This will help your prospects to understand your offerings easily and decide which one will be the most beneficial to them.
3) Use Social Media for promotion — Social media is one of the best platforms to promote your services. Create your account on all the platforms where you think you will find a relevant audience. Try to reach connect to those people whom you want to target and then have an informal chat. Post regularly about your services to make them aware of your offerings.
4) Set crystal clear expectations — It is better to clear out some points before the deal to avoid future confusion and ambiguity. You should form a service-level agreement that could define what expectations you uphold and the things that you are responsible for are.
5) Do not price too high — If you want to inspire loyalty and build long term relationships with your clients, charging them too high would not be a great option. This does not mean that you should give away your services just like that. Being expensive is not wrong, but your service should be worth it.
6) Build relationships of trust — Gaining the trust of your clients is important, especially when you are dealing with services. Consistently delivering your promises is one of the best ways to create trust-able bonds with your clients. Try to over-deliver whenever it is possible, your prospects will soon start trusting and appreciating your work.
7) Provide excellent work — In the end, it’s your work that will make or break your business. If you want to grow your business, provide excellent work. Once you prove yourself to your existing clients, it becomes easy for the new ones to trust you. Moreover, if your existing customers are satisfied, they would recommend your services to others as well.
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