Many cloud providers get hung up on highlighting the bells and whistles of their infrastructure and overlook the benefits their cloud service models can offer to their potential customers. In many cases, potential customers know that they need a cloud solution, but dont know why or how to best utilize it for their unique business needs. Paying attention to your customers pain points and addressing those in your sales pitch is the easiest way to help them visualize how cloud infrastructure can augment their current business practices.
As a sales representative, it is your duty to develop that perfect pitch to deliver to your established contacts. This conversation then facilitates the final sale of your cloud solution. It all sounds really easy, right? But crafting that perfect pitch can be a challenge for some. These four tips can help you focus on the highlights of your cloud solution and present them in a way that your audience wants to hear.
Become familiar with competitor products and deployment methods. Knowing the ins and outs of competitor products can help you when a question arises about the difference between your cloud service model and another firms. You can answer truthfully and based on knowledgeable research, increasing your potential customers faith in your industry expertise. Researching your competitors can help you build credibility with your potential customers and help build your role as an educational resource for them.
2. Answer the question, Whats in it for me
This should be a two-way conversation between you and your prospective customer. Many sales representatives get tied up in talking about their product that they forget to take a look at what their customer wants in a cloud service model. At the end of the day, your customer doesnt care about what kind of SAN you have in your rack or how quickly information can be processed; they just want to know that it will always work and can adequately handle their projected workload. Keeping this in mind, highlight the tangible benefits of your cloud solution for your customers rather than its physical aspects.
3. Create an elevator pitch for your cloud computing solution
In business school, your professors drilled you for four (or more) years on your personal elevator pitch, but for those who might be unfamiliar with this term, it is a 15-second speech about who you are as a professional and what you are looking for or describing the value you can add to a company. Everything you say in conversation after this elevator pitch supports your 15-second spiel. Creating one of these 15-second speeches can serve as a quick introduction to your solution for someone whos unacquainted with it or as a recap in a presentation for those that may have been removed from your product for some time. It is a quick and easy refresher for potential customers and a way for you to keep yourself on point when youre pitching.
4. Mitigate risks
Show your customer that your cloud service model is not going to be a risk-taking endeavor for them. If you offer a five nine uptime in your contract, highlight this. If you can offer 24/7/365 support for every cloud environment, highlight this as well. Find ways to let your customer know that youre not going to leave them high and dry if something goes askew (and be sure you can follow through on these promises). Showing that you care about your customers business and the products you sell can be a way to help seal the deal for potential customers.
Pitching a cloud computing solution is really no different than what you learned in business school. Applying concepts from those years spent with your nose in the books can take you far as you begin selling your new cloud computing solutions. Remember to highlight for your customer how they can benefit from your product and avoid being omniscient. Selling is a two-way conversation. Keeping this in mind can help you build a relationship with your customers and close those deals.