Cloud computing currently offers huge potential in the IT
industry. A recent study found that more than eight in ten companies currently
use some form of cloud solution and more than half plan to increase cloud
investments by 10% or more in 2012. Knowing how to sell cloud computing is
becoming an increasingly valuable skill, but it can also be challenging as it
is easy to get caught up in technical details.
When selling cloud computing, the focus should stay on the
business case, discussing how the service can save the client money, with
minimal technical discussion. An effective way to do this it to ensure the
discussion is solutions-led. Ask your prospect to outline two or three of their
current IT issues; these are likely to include common subjects such as cost,
reliability, security and outdated technology. Ensure you have prepared answers
to these common questions and that you know how your service will overcome
these, keeping the focus on the solution rather than the technology.
You should also take a similar approach to any objections that the
prospect is likely to raise. Common concerns regarding the cloud will include
security, reliability, ownership and technical support. Again, ensure you have
prepared answers and have examples to back up your case. Where possible, your
company should utilise its own service, meaning that you can confidently talk
about your own experiences.
While the focus should be on solutions, you will also need to be
able to explain the service to the prospect in a way they will understand. Keep
the language simple and try to relate it more familiar concepts. As before, the
focus should be on the benefits it brings and should not get bogged down in
technical concepts. Rehearse your explanation and, if possible, practice it on
people who do not have a technical background to ensure its clarity.
Do you have experience
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