(Image Source: imgur)
Grab a copy of any Dr. Seuss book, (I’ve always been a fan) and read it. Then read it again, but this time, notice the simplicity of the story.
The magnificent thing about a children’s book is that no matter how many times you read them, the story is delightfully simple, yet entertaining. Children’s books are engaging because they build on emotions. They hook you in and make you want to see a happy ending or a resolution, and there is always a lesson to be learned.
So, why am I talking about children’s books?
Because I think IT service providers can take a lesson from a page in Dr. Seuss’ book. The great IT service providers are the ones that tell stories to explain where they can solve customer IT needs. Sometimes service providers can get caught up in the technical aspects and feature sets of the products they provide when selling or marketing. At the end of the day, the customer just wants to see something that works.
Throwing around buzz words and special features can be impressive, but try to think about your sales pitch as if it were a children’s book. Tell a story that shows value to the customer and relate it to their IT challenges. Tap into the emotions of your client and walk them through a story that starts with an IT pain point and takes them to see why implementing your solution will be a “happily ever after” ending.
Use images to enhance your story, too. Part of the beauty of children’s’ books are the illustrations. They not only support the story, but many times, drive the story more than the text on the page. Your materials and conversations should include and focus around images to help reinforce your solution to your customers’ problems or explain why they need your services.
The next time you are talking to a prospect or customer, pitch your business as if it were a children’s book. Keep it simple. Tell stories. And in the end, show them the resolution that you can provide.