Today Jonathan Hinshaw from EBWAY Creative Solutions went over how to properly sell a Business Catalyst solution, however, the advice given can also be applied to other solutions if necessary.
It is important to sell value instead of widgets. This can be achieved in a number of ways.
- Creating a positive buzz about you and your work
- Make others want you as part of a team and not simply an employee
- Make customers excited about referring your abilities and services to others
- Document your success through collecting positive testimonials and case studies
Also discussed was how to handle customer objections. Some of these objections may be in fact questions in disguise. Examples of common objections include 'Your competition only charges $X amount'. Depending on the situation, an appropriate response to this objection may be communicating that the two parties may not be the best fit if the lowest possible price is the primary motivation. Another appropriate response may highlight the fact you aren't sure what the competition offers, but you can certainly provide the correct information as to the services/products you can offer.
Another objection that can occur is 'Adobe only charges $X for these hosting plans, will you match their pricing?'. You can overcome this objection with a statement similar to the following:
"Adobe has no phone number readily accessible, whereas our support number is easily accessible and your issue will therefore be resolved in a more timely fashion."
It should be noted that slow sales may not be a result of a perception that your costs are too high. Occasionally there may be a downturn that is simply beyond your control. Jonathan believes that most salespeople can expect to sell/close around 25% of their leads.
Some clients may also have some questions in regards to the differences/features of Business Catalyst and WordPress. Jonathan has made a very informative YouTube video that highlights the differences. You may find this useful when selling Business Catalyst over a WordPress Solution. Business Catalyst VS. WordPress.
If you would like to learn more about Jonathan and the services he provides, please visit his website http://www.ebwaydev.com