5 Steps to Successfully Approaching Clients About Cloud Solutions
Each cloud customer is different, whether it comes to the enterprise model, cloud knowledge or the ways moving to the cloud could benefit their business. Which is why there is no universal strategy for talking to potential clients about the cloud. However, there are a few best practices you might want to consider and implement to start the client’s journey the right way and optimise your approach as you go. Here are five steps that can make a big difference when it comes to successfully reselling cloud solutions.
Step 1. Learn the “whys”
Some end-customers consider moving to the cloud because other companies, including their competitors, clients, or major brands in the industry have already done so. Others see it as a chance to improve their agility and remain relevant in the market. Do you know why your prospects are interested in the cloud? Remember to talk to them about their business objectives, explore why they’re thinking about migrating to the cloud, and what they’re hoping to achieve through it, so you can help them discover how their business could benefit from moving to the cloud.
Step 2. Knowledge is power, so empower your clients
The first step on the journey to cloud reselling is getting a good understanding of how the cloud works and the possibilities it offers. The second one is sharing this knowledge with your clients. Educating clients about different cloud types and solutions is simply a must – otherwise, they won’t be able to make informed decisions and optimise their cloud opportunities. Adopting a question-asking approach and not assuming from the start that the client understands/doesn’t understand the cloud or that they want to go with a one-vendor package just because it’s easier (for them and you both) is the right way to go.
Step 3. Make it personal
When talking to clients about the cloud, make the conversation about them and their specific needs. Any reseller can advertise the main features of major cloud platforms, but few will go the extra mile to consider which cloud(s) could be the right fit based on individual characteristics like, e.g. the industry your client operates in, their portfolio, who they main clients are, or other factors. For example, if they process a lot of confidential information, you can set yourself apart by focusing on the security aspect, whether it’s talking about various vendors’ security certifications, firewalls, security monitoring for cloud workloads or cloud data encryption.
Step 4. Become an expert
Nobody turns into an expert, much less a cloud solutions specialist, overnight. It requires a very good understanding of the technology behind offered solutions and the customers’ business model. With vendors constantly expanding and upgrading their offering it may prove difficult to stay on top of things, whether your portfolio covers one cloud platform or five. Concentrating on a few key areas, ones that affect your clients’ everyday operations the most or directly translate into their profit and becoming an expert there may be the way to go.
Step 5. Stop selling solutions. Start resolving issues
This step is all about going a little further and not only finding the right cloud solutions that align well with your client’s needs but becoming a trusted advisor, one that understands the business, its opportunities and challenges. It’s about always looking for the best ways to grow and improve your client’s business with the of help assorted opportunities offered by the cloud. Becoming problem-solver extraordinaire is not easy, but in the long-term perspective, it will help anchor the customers and repay the effort in both loyalty and sales.
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