Get back to business outcomes
As advisors and IT consultants, it’s easy to get caught up in the technical details. But regardless of how tech-savvy your customers are, their real priorities are business outcomes. If you can talk in terms of how a solution can cut costs, boost revenue, improve market share and competitiveness, you’re suddenly speaking your customer’s language.
You’re much more likely to win business over the consultant who talks only about features and pricing.
As Scott explained in the webinar, don’t be the person who sells security solutions. Instead, be somebody who delivers “a secure means for people to work from home so that the company can attract employees, drive revenue, and reduce costs.”
Find your best customers
The best customers are repeat ones. It’s the same story in sales, no matter the industry you’re in. Customer acquisition is far more costly than customer retention. So, Scott’s advice is to look at existing customers and see if they need help in other areas.
Technology consultants are uniquely positioned to offer help in different areas from security to SaaS to DaaS, and much more. There’s always opportunity to upsell and boost the value you can provide while helping customers solve business problems and improve revenue.
If you can help a customer solve XYZ, you build trust, you provide value, and your customer will keep coming back.
The golden age is yet to come
Are we in the golden age of IT consultancy? It’s hard not to believe so when the amount of tech out there is growing all the time and there are multiple solutions for every thinkable business problem.
But Scott believes we’re not there yet. The demands on IT departments to provide greater value and go from being a cost center to a profit center are higher than ever. Suppliers and customer demand are showing no signs of slowing down, so Scott believes the best is yet to come.
For more advice and insights into the channel, tune in to the full episode today.
