By: Jonathan Hartman
Selling cloud communications might be different than what you’re used to. So here are some things you shouldn’t do, courtesy of The Cloud Communications Alliance, a consortium of cloud providers.
Not everyone is Sheldon Cooper from the Big Bang Theory, so don’t talk to them like they are. It’s easy to rattle off every single feature the technology offers, but you should show restraint. Most businesses don’t want to buy something new, let alone revamp a system they’ve relied on for years. Empathize with the customer. Look at their individual concerns and determine what they need. Act as an adviser, rather than a seller. This sounds simple, but it’s something that’s easy to forget.
2. Don’t rely on cloud hype.
Saying the word “cloud” isn’t enough to get a customer fired up. So, don’t rely on hype to get you sales. Early enthusiasm applies more to cloud storage than other cloud services, so it still takes some work to help your clients understand the value of cloud communications. Be prepared to show how your services are flexible, cost-effective and can slash IT expenses while improving communications.
3. Don’t avoid customer concerns.
When it comes to the cloud, many business executives have objections. Don’t avoid talking about these concerns. Some customers simply don’t understand cloud, others don’t want to pay monthly hosting fees, and some are concerned about security. Address these issues head on and provide specific answers to mitigate them.
4. Don’t delay capex vs. opex discussions.
Sellers usually put off talking about the costs of their solutions, but don’t delay capex. vs. opex discussions. It’s relatively easy to show a cost-benefit analysis for a subscription service model. It’s more cost-effective in the long run and businesses get to pay for exactly what they need.
Keep these sales tips in mind when you are having conversations with your clients about moving their communications services to the cloud.