Digital & Technology

How to convince companies to dedicate time for Optimization and Innovation

01.08.2018 at 13:05 h / Edited 03.08.2018 at 11:02 h
Unsolved

Milena RPA, Machine Learning, Automation

2

Hi dear consulthons,

One of my favourite pictures showing the attitude and wrong approach of most of the Companies to the Optimization Process is attached here.

Have you faced the same problem? 90 % of the Customers are saying they need your Product / Service but they "don't have time now", "they are overloaded" because it's a "tough period" and they are "understaffed" and etc....

They confirm their interst and you know it's real and you have the solution for their bottlenecks but still they are not available for a meeting because of the above reasons.

How you cope with this?

I would be happy to receive your valuable opinion.

Milena

Answers

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1

Hi Milena,

It is a pretty good question, and Collin has said a good detail about the decision maker. Perhaps, you must to identify who is the rigth person in company take the decision or who is the leader in this team. Once you get this point clear, you can try to share with him about the benefits for his/her company to apply timing in Innovation and Optimization.

Other way, you can use a comparations between the company with their competitors about the advantages they are getting against the company, and how the company is loosing competitive strenght.

Finally, if your client don´t want you dedicate his time you can leave free and search for a new client. Your time is money!

Best regards

Javier Ramírezwww.GetYourInnovation.com

Milena

0

Thank you, Javier. Very useful! Milena

Colin SME Exit Strategist

1

In a sales context this is a frequently given client/prospect objection. In my experience it is often not the only real objection to proceeding. Only by finding valid reasons to remain engaged will you be able to make any progress to resolving these objections.

It may be better to find oblique ways to maintain contact, for example by offering information that you think may be of value to them in a different context, than to keep directly pushing your agenda.

Ultimately there will be no sale untll they not only acknowledge the need but also perceive the time to be right. This is a situation where close personal contact with the decision makers is the only way to identify to right way forward. Trying to rigidly apply a process will simply alienate them.

Milena

0

Thank you, Colin! Much appreciated. Milena

Chuck

0

hi Milena: Have you tried making an appointment to visit with the customer when they have time? Or, meet for coffee before work? You can also tell the customer that your product will make their job easier?

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