The 21 Marketing and Sales Challenges of ICT Businesses
Challenge #9 – Clearly defining Product and Services
Welcome to the ninth in our series of 21 Marketing and Sales Challenges of ICT Businesses and what to do about them.
Are you confusing your prospects with your products and services?
If you have a range of products and services, many prospects may not understand what those products and services do and how they do it which means they may look elsewhere or become overwhelmed and ignore the need for proper IT technology and support.
Watch the video below and read the article for more:
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The usual approach many IT companies take is they talk about “taking the IT pain away” so customers don’t have to worry about it. And they generally say “we can do it for one simple monthly fee”.
The problem with that approach is the “IT pain” may be annoying but it’s not painful until a crisis hits. You’re doing a great job making sure the servers are up, answering help desk enquiries and solving a myriad of other issues. So you take the pain away – but it’s not visible until that crisis hits.
All that happens is they see an invoice every month or a charge every month but don’t actually see the work that happens behind the scenes.
How to solve this problem?
1. Speak their language
Think about your products and services and describe them like your customer (for example):
- Internet Phones
- Office 365
- Consulting Advice
2. Map out your Products and Services
Make sure you map out all the products and services you have to double check them all. You can use a mind mapping software program like FreeMind to do this.
Now you have mapped out all your products and services you can ensure you communicate them on your website, brochures, social media and sales presentation materials to your ideal target market in their language.
Need some guidance?
If you need more help in defining your products and services and coming up with compelling content to describe them we can help, feel free to contact us.