Selling Cloud Services… “Easy as Pie!”
Cloud services have become a big part of most IT provider’s solution stacks, requiring most to rethink certain sales strategies and opportunities. Traditional means of selling services still apply, but there are a few things that can be tweaked and some things to think about when looking to fill your pipeline.
First, you would be surprised at how many potential opportunities you may have from previous proposals that you may have presented but the options at the time were just not right for the client. This seems to be especially true in the SMB space where it was easy to propose solutions that were outside of small business owners budget. With the adoption of cloud services things like expensive hardware upgrades can be circumvented and easy monthly solutions can now be provided.
You most likely have already created some kind of relationship with these previous potential clients so getting a second meeting to offer a new low cost solution should be as easy as pie. Start by picking up the phone and reaching out, let them know that you were thinking about their situation and came up with a new low cost solution that requires little to no out of pocket investment and will fill all of their needs within their budget. Make sure to let them know that it is “the cloud” that everyone’s been talking about that makes it all possible.
Make sure to go over their previous proposal and convert the solution into a budget friendly cloud opportunity. Be prepared to talk about the cloud and know how to answer potential objections like:
“What is the Cloud?”
“Is my data safe?”
“Am I stuck in long-term contracts?”
“What happens if my Internet goes out?”
Next focus some marketing efforts on cloud services to create new leads. This is another important step to filling the sales funnel. Utilize efforts already provided by large companies like Microsoft, Apple, and Cisco, which are educating consumers about cloud services. Marketing efforts should use the word “Cloud” and play to the lower cost of cloud services.
Do not get too technical! In the SMB space the easier you make any given solution the better. Remember you are not dealing with corporate IT guys but Small business owners that just want a solution for their technology at a fair price. Focus on their problems and how your company will solve them with ease. So pick up the phone and call some of those previous potential clients. What’s the worst that could happen? They say we went with another solution? Or better yet they say, “No come on by we are still looking for something that meets our budget.” You might just be surprised how many people do nothing when presented with something they feel is out of their budget.
Frank Gurnee
VP, Channel Services, ExchangeDefender
(877) 546-0316 x4777
frank@ownwebnow.com