Helping customers navigate the “paradox of abundance”
We’ve all heard the phrase “analysis paralysis,” where it becomes tough to make a decision because you’re overthinking a problem. Or simply because there’s just too much information out there to make the best decision.
Never has that been truer than in the modern-day channel. Customers are now overwhelmed by choice and information in what Chris now calls the “paradox of abundance.”
This is a key area that consultants and advisors can help with. Advisors are uniquely positioned to make recommendations based on where they’ve seen success in the past, which helps customers narrow down their choices.
Driving a help, not sell model
The role of an advisor may be to sell, but the true purpose is really to help, says Chris. That’s why at Caliber Solutions, he follows a “help, not sell model.” His priority is to help customers by providing transparent information and solid recommendations that drive value for the customer – while helping them navigate the delivery and implementation process.
Advisors can provide advice and recommendations to speed up business practices, streamline processes, and help them save money. And if those customers see success, they’ll be customers for years.
Customers want transparency
In the world of tech consultancy, Chris believes there’s a lack of transparency and this creates inefficiencies and resource consumption that’s simply unnecessary.
He prefers a different approach where there are no secrets when it comes to working with customers and suppliers, because he believes that they deserve to know how the advisor is making money.
In fact, by being open about how advisors are taking competing interests and aligning them from an IT perspective in the procurement phase, this can speed things up. Speeding up the business is something that Caliber prides itself on.
For more insights into Caliber Solutions, how the channel has changed, and Chris’ approach to tech consultancy, check out the full episode today.
