Helping potential clients understand the cloud can be tough. The cloud feels intangible and hard to explain, but it’s undoubtedly the future of IT infrastructure.
First and foremost, it’s critical to help your clients understand that moving to the cloud can alleviate the need to replace costly infrastructure. Servers and storage devices are expensive and the cloud can replace both in an efficient way.
Learning to communicate the value of the cloud in an easy-to-understand way will help you grow your revenue and boost your reputation. Clients are starved for technology advice that is actionable and budget-conscious.
Plenty of businesses — especially small to medium-sized companies — are reluctant to transition to the cloud. Probably because they don’t really understand it.
Here are a few crucial tips for articulating cloud services to potential buyers:
Don’t Compare Cloud Services to Old-School Hardware
This is comparing apples to oranges. They’re just not the same.
One is a fixed, high-cost investment, the other is a scalable budget-friendly line item. Both will host data, but one can be physically touched and one cannot.
In the wake of the global pandemic, business leaders will be anxious to hear about how they can fix and reduce technology costs moving forward.
Speak the Client’s Language
We’ve all heard the advice to avoid technological jargon. Acronyms are your enemy when trying to explain how the cloud can benefit business clients.
Make it a priority to speak in plain English and connect with your clients in a genuine way.
Take the time to slow down in your presentations. Present in a way you would explain your recommendations to an elementary school class, without talking down to anyone.
Build the conversation about high-level business problem resolution.
Offer Long-Term Solutions
Business partnerships within technology must be approached as a marathon, not a sprint. Think of what your clients need today, tomorrow, next month, next year and five years from now. Set up meetings to share your vision with your customers and guide them to improve their operational maturity levels.
Think through the complimentary scans you offer to potential customers and pair those with services that you can expand. Also, consider one-off projects that will bridge into additional opportunities for IT work.
Clear the Way for Add-On Services
Building trust and creating a roadmap to success will set the stage for additional products and services. Understanding your client’s regulatory and compliance demands will allow for conversations about security, data hosting and possible future projects.
Compliance changes constantly and chances are that your clients are struggling to keep up. Throw them a lifeline and proactively discuss upcoming challenges.
Cloud Services For MSPs is Your Premier Source for All Cloud Services
We provide white-glove, high service level programs for MSPs to implement and manage with their clients. Our technicians and engineers are cloud experts, not IT generalists. We provide a few key product lines to our customers and we hold ourselves to the highest standard.
Ask around and learn more about our reputation or visit our website at www.cloudservicesformsps.com.
Give us a call at (866) 883-8836 or send us an email today. We’d love to explore a partnership for mutual success. When you grow your revenue, we grow ours alongside you.