The Easiest Conversation about Cloud Services You Will Ever Have with Your Clients!
The IT industry as whole has been marketing cloud solutions to the general public creating awareness around “The Cloud” for consumers. This is helpful for IT Solution Providers in that it minimizes marketing efforts needed to drive awareness for available products and services, and drives demand. In some ways though this has created more confusion for consumers, and may drive them to competing solutions if IT companies do not proactively discuss cloud with their clients.
Being that you are an ExchangeDefender partner; you are providing your clients with cloud solutions today. This makes for easy conversations with clients about cloud, as they already have it. This may be very apparent to you, but may not be as apparent to the client. It is important to take this simple message to your clients now.
As we have learned through many trainings and organizations, regular meetings also known as QBR’s or (Quarterly Business Reviews) are important for continuous success and loyalty with clients. By sitting down with your clients you are showing that their business is important to you, and that you are committed to keeping them up to date with technology and their environment.
Begin by scheduling ad-hoc meetings, letting clients know that you want to bring them up to speed with “all of this cloud talk that has been going around.” Start the conversation with “good news”, “you are already in the cloud”! You might be surprised but this simple line might save you thousands of dollars of business in the future. “How”; you might ask?
I’m sure it won’t surprise you that your competition wants your clients. Your clients are constantly being hit through multiple platforms, email, phone, letters, and so on about products and services. With this, it only takes one good salesperson to get to your client and ask if they are in the cloud. Their answer can go one of two ways, “I’m not sure”; which is all the salesman needs to move in, or “we are already in the cloud and happy, thank you for your time.” Believe me, the latter is a much better answer.
The point here is, have this easy conversation with your clients now. An additional idea might be to make up some postcard sized standups to put at the front of your clients reception area that says something like, “We are in the Cloud” powered by your company name. This makes everyone aware in their office that they already have a cloud solution.
By making your clients aware and keeping them in the know, you will surely be better off than letting them learn through other means. Also by meeting with them you create a good way to let them know what other cloud enabled solutions you can bring to help their business. All of this will not only build your relationship, but also just might turn into additional revenue for your company.
Frank Gurnee
VP, Channel Services, ExchangeDefender
(877) 546-0316 x4777
frank@ownwebnow.com
