In today's text we would like to dive into the topic of selling services based on artificial intelligence. Due to numerous misunderstandings between us and potential customers we raise and dispel all doubts.
Please hear me out to the end...and write what you think of my proposal.
Very often potential customers, to whom we address the message, are surprised by the number of messages we send. Surprised even more because we have the opportunity to check whether the message has been read. "Well, you can see that I read it! - says the customer. Yes, I can see it, but I can already think of at least a few scenarios of how he reacted to it: he ignored it, forwarded it to another department, forgot about it. However, the above-mentioned cases can still be considered a success - the message finally reached the recipient. A big step on the way to further agreements! Most often, however, we find that our messages are simply not read. Many times I have attended meetings where, despite detailed explanations given earlier in the messages, clients were surprised by what we offered them.
Do you need support in this area? No!
Another common case is an unwillingness to understand the solutions we present. This is usually evident from the very beginning of the conversation - the customer exudes scepticism, like a person listening to a salesman extolling the virtues of a vacuum cleaner or a set of aluminium bowls. It's not a very pleasant situation in which both parties feel they've wasted their time. And while I can accept a little knowledge of AI - after all, it is an extremely complex issue - an attitude of blatant ignorance becomes an obstacle in further negotiations. A customer who says "I'm not interested in outside solutions because I pay for my OWN IT department" is a quick recipe for falling behind the competition.
Let's talk in the future
The company is running like a well-oiled machine, orders are coming in and projects are being finalized - in short, business is booming and there is no reason to improve this smoothly running machine. In such a case it is completely understandable that the customer does not see the need to implement fresh solutions. All the more so, because in the heat of the moment they may simply not have time to engage in novelties. However, we cannot forget that business is all about being ready for dynamic changes. Usually, when an entrepreneur says that it is not the moment for new implementations, we suggest contacting us in the next quarter, mid-year, in a few weeks or a few months. How do potential customers react? Unfortunately, many times we get vague answers like "please try" or "I don't mind". Of course, these are the gateways to further conversations and often it turns out that after some time there is a space for joint action. But sometimes the attempt to re-establish contact ends in... silence on the other side.
Don't you dare ask!
Asking questions during negotiations, business talks or presentations of offers is - as everyone will probably agree - an integral part of the process of working out mutual arrangements between service providers and clients. So if the answer to an email with a description of our service is "no, it's not for us", I immediately try to find out what motivates the client to take this position. I ask: "why do you think so"? "What influenced such a decision"? "Can you justify your refusal"? Unfortunately, there are also deficits of good will in such situations. Quite often I get a cold and laconic message in my mailbox, the message of which is clear - since the answer is no, I should not pursue the matter. It also happens that the other party doesn't beat around the bush: "Didn't I already say I'm not interested!"? "You're being rude! After all, I wrote that I won't use it!". In such moments, it is hard not to agree with the proverb saying that curiosity is the first step to hell. Only that I end up there together with the customer, who probably unknowingly deprives himself of the opportunity to learn about new solutions.
Who stands still…
AI - like any innovation - poses a number of challenges for businesses and employees. Automation of processes, aided by artificial intelligence, can change the nature and structure of a company, but certainly not turn it to rubble. Business people should therefore not allow themselves to let concerns or lack of concern about the state of the business be the closing arguments in a conversation with salespeople. Both of these things can have dire consequences for a business. Fear stops us from acting, and over-enthusiasm puts us on alert, so we may be too late to react to change.
Entrepreneurs who refuse contact or cut off talk sooner or later have to face the demands of progress and seek help on their own. This is not a favourable situation for them. It is better to let the service providers be the ones to find a customer with a profile that fits their product. This primarily saves time that would have to be spent on the search. Fortunately, many potential customers who are initially sceptical about the news change their minds over time. The future of the modern company is based on technology, and its development and direction is currently set by artificial intelligence.