Client Education

The hardest business situtation to face is eductationg a client with a product. Not that the product is complex but that the client is uneducated and uses different alternatives to the product you are selling.

Education of a consumer is a bad idea, but it gets tricky once they know your alternative product will save them money and time, but they do not put the effort to learn or to educate themselves, to use better products.

Just to be clear we are taking B2B products and defiantly not B2C

My strategy to face this is to provide a full scale training program and provide costing solutions for the client to prove to them once and for all that indeed the usage of my product on the long and short run is better for their organization.

The above strategy is still in the baby phase. Started implementation on a few clients awaiting the proper feedback that will show its effect once a deal has been done or not.

If this process fails then we will have to again change our game plan when approaching clients; or keep our current high end clients and upset; but begin to decrease attention time spent on clients that are not really worth it.

Your thoughts are important to me…. what do you think?