When You Sell, Are You Lying?
Last week I wrote about “5 Things Not to Say” as a reseller…you need a better value proposition but you can’t afford to lie about it. You’ll be found out and it will destroy your business. A good name is hard to establish. It’s harder to recover. What’s your value proposition? Why should I buy from you? Some common lies…
We’re Better Than Everyone Else
If you resell technology and provide managed IT, it’s common to think you’re better than everyone else out there.
But is that really true?
No one knows. How can you measure the best reseller? Unless you’ve worked for both companies there’s really know way to know. If you’re both on Amazon in the form of a book there will be ratings and comparisons. But your business isn’t a book or gadget. So don’t say, “We’re the best.”
Instead, consider some alternatives:
- Our customer satisfaction ratings are 5 star! Chances are you competition didn’t bother the poll their clients. Set yourself apart!
- We have CISSPs on staff. Chances of smaller resellers carrying this level of certification are low. SANS.Org certs are equally impressive.
- We provide a 100% money back guarantee. So there’s no risk. Can you say that?
- Show them customer testimonials expounding on how great you are. Your customer can say “You’re the best,” you can’t.
The Price is $X. Is It Really?
Are you discounting when the pressure’s on?
Telling your prospect the price is $1000/month and then cutting it in half to get the deal is dishonest. If the price is $1000, it is. If it’s $500, then say so. Cutting your price to get the deal leaves your prospect wondering if they now have the best price.
Instead, consider these alternatives:
- The price is too high, so cut the scope or change the payment options.
- Add something to the deal pro-bono to prove your quality (but don’t add a monthly feature). For instance, waving your fee for an assessment lowers the up front price, but is not technically a discount.
- If in the end the competition has better pricing, remind your prospect that low-ball pricing either means the competition is desperate and can’t deliver the same quality for the price they’ve quoted or they have less expensive people, which also means lower quality.
- If your prospect chooses the low price provider ask to reconnect in a year to see how things are going. If the other company really can deliver the same quality at a lower price your prospect has made a wise choice…but it’s unlikely. There are no “apples to apples” comparisons when dealing with people, culture, and personality.
You Provide Security and Disaster Recovery Services
Do you really? Selling firewalls and providing security are not the same thing. Offering backup and recovery is not disaster recovery. Yet I see these claims all the time on reseller websites.
Learn what your customers really need and then study out the fine lines that distinguish different offerings and descriptions.
For instance, pen tests and vulnerability assessments are often sold as risk assessments. But if risk is not quantified in the report the client is left without a measure of risk. When I explain this difference using the impact vs. likelihood graph in my book, The House & The Cloud (Pg. 194) the response is predictable. It’s an ah-ha moment for the client. One that often leads to conversion.
In the coming weeks I’ll be showing you have to create compelling message that is truthful and high-impact…stay tuned!
©2016, David Stelzl