I spend a lot of my time writing stuff designed to help you make more money selling disaster recovery. I feel strongly that there’s more to it than simply selling products, it’s selling a way of seeing the world, which means coming up with new ways of looking and thinking about things. For example, today I read an article about the future of waste management and how the key was to stop thinking about waste as waste but as a source for renewable energy. To me, that kind of shift in perception is something that resonates in the field of disaster recovery and so I’ve written a lot of stuff about how to change your clients’ perceptions about what it is you’re actually selling.
I’m not naïve enough to think that one size fits all, though. Certainly, some clients are going to be swayed by one argument and others will swayed by something else. As our marketing and communications director said the other day, our goal is to give you tools. You can decide how to use them.
And when it comes down to it, I’m here to help you. I want to create materials that you can use to make money and protect your clients. So today, I’m making a call for feedback.
What really works with your clients? What sorts of arguments do you make that consistently convince them that they need disaster recovery? Do you try different things, or do you have one pitch you’ve pretty much settled on?
Don’t feel you need to be limited to answering these questions. I want to know what it’s like for you on the ground and what selling strategies you find most successful.