When it comes to IT services marketing, in many cases, you have to pay extra attention to convincing your clients. Especially when it comes to older clients, you’re going to have doubters. In order to get past them, there are a few techniques you can use, one of the best being to “show” rather than to “tell.”
Give Them an Experience
You’ve likely heard your English teacher praise the concept of showing rather than telling with regards to effective writing. Showing rather than telling always communicates better, as the mind is able to make the connections itself, rather than having to “work” for them. In another way, it makes the mind work harder, but so as to make the work less difficult. It’s the difference between reading about skiing, and then actually skiing. If someone told you that you had to point your skis in a “V” shape as you’re slowing down, or that you have to swish side-to-side for proper downhill navigation, then made you take a test on the facts of skiing, how interested would you be in this winter sport? Meanwhile, if you took a course that involved a trip up a slope and a hands-on instructor, even if you crashed into the snow a dozen times and left the slopes achy and tired, you’d still feel as though you had a fun time. You may have worked harder, but because you had an “experience,” it was more rewarding. It’s the same with marketing of IT services.
One Example of IT Exposition
So, you’ve got a backup and data recovery (BDR) solution which ensures that your systems remain usable even in the worst-case scenario. As a matter of fact, it’s such an efficient system that data can be restored in minutes— and the same goes even for large applications. It can also work as a surrogate server in a pinch. But the technology people to whom you’re selling can’t believe this if they don’t see it. You’ve got to take them up the IT ski slope and let them “slalom down,” or they’ll have trouble getting on board. Have a demonstration which can effectively communicate the advantages of your IT services.
Tell prospective clients about the efficiency of your BDR solution, then show them how effective that solution is and reiterate it to them. This can be done in a number of ways, though presentation is going to be the best option. If you can allocate aspects of your service delivery for demonstration, then come on-site and show clients just how effective your cloud-sourced solution is— you’re much more likely to “convert” them into using your services.
Certainly, not all marketing endeavors will be able to interact directly with clients, so it’s important that you’re prepared when the time comes. Just remember that when you get a chance to show a prospect how important having a great BDR solutions in place it going to be way better that just trying to tell them. If you keep this mantra in mind you should be able to always be prepared to capitalize on a opportunity to Show instead of Tell.