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September 30, 2008
Good Advice for Tough Times
Yesterday’s 777-point drop in the Dow and the continuing deterioration of the overall economy is enough to make anyone jittery. But solution providers that want to proactively strengthen their businesses while facing turmoil can get some concrete advice from Scott Campbell’s excellent story, “How To Sell IT In Tough Times” in VARBusiness.
In addition to reporting the advice of solution providers, channel-savvy consultants, and other, Campbell offers a handy checklist of ten keys to surviving a downturn.
Among the takeaways: Solution providers should offer free assessments, which can help shorten sales cycles when customers are ready to buy. Also consider now a good time for an initial investment in a managed-services practice to help customers plan for the future.
Other suggestions include:
Introduce new technologies often
Keep relationships strong by conducting regular Webinars on the solutions you offer
Show customers that productivity gains from some solutions can offset the costs of implementing the technology
Focus on recession-proof technologies whose need grows regardless of the economy
Develop case studies to show customers your solutions and successes
Expand your customer base by serving more vertical markets
Go Green.
Posted by ajoch at September 30, 2008 10:05 AM
