Most small business customers are not technical savvy, and most concerns stem from that. The “cloud” is a new, ambiguous term that represents change and uncertainty – it is rational to have hesitations. Big well-known brands can bring certainty and allay fears. For example, put “Microsoft Azure” next to the cloud and they would likely be more comfortable that the technology is the latest, most efficient, and secure solution.
Small business owners usually rely on managed service providers to tell them what they should be using, so it is important to understand the benefits of the cloud.
Set aside all the hesitations, your customers already know the cloud is bringing big changes for all businesses, from tech startups in Silicon Valley to mom-and-pop shops.
They need to be assured how cloud benefits can be translated into their day-to-day IT operations:
Follow these 3 steps to start introducing cloud computing to small businesses:
1. Demystify their cloud assumptions:
It is key to clarify their cloud misunderstandings before discussing actual cloud solutions. A biweekly newsletter with some articles about cloud technology would get your customers familiar with the idea and benefits of the cloud.
You can leverage our latest blogs on demystifying cloud misconceptions, or send them this e-book with all they need to know about the cloud as a new utility for businesses.
2. Customize the solution package, no more, no less:
Once you’ve introduced the cloud to your customers, it’s time to present a few cloud solutions that directly and efficiently solve their needs. To do so, you would need to identify their pain points and provide a good solution to address it. For example:
Try-before-you-buy model is a good way for small businesses to test the waters without taking on too many risks. You can guide customers along the way as a strategic partner, exploring and reinstating exactly how the cloud can solve their specific business problems.
Don’t forget to take advantage of the free trials and apply your Microsoft Partner credits to deliver a seamless, full-feature POC for your customers.
At the end of the day, your customers biggest questions are whether it can save them money and provide excellent service for them to run their business. The answer to both is yes!
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