CONTRIBUTOR
Head of Enterprise Business, Americas Region,
Tech Mahindra

The world has undergone significant change affecting various aspects of life such as social interactions, economic activities and overall health. As a result, a new business reality has emerged. The rapid shift toward digitalization has prompted companies of all sizes to adopt innovative virtual methods of engaging with their customers and partners.

During the height of the coronavirus pandemic, these IT initiatives were easy for the C-suite to embrace because the demand far outweighed any associated costs. But now that the public health crisis has receded, tech investments are no longer considered an absolute necessity.

Once again, IT leaders and service providers have to fight for the projects they have deemed vital to business. There are many routes IT professionals and vendors can take to advocate for a new product or tech strategy. Only a few paths will drive results and elevate a service provider to a trusted advisor in the eyes of the client. To successfully sell a promising IT initiative, keep in mind the following key strategies that can make a significant impact.

Actively Building Trust

Before service providers can even begin to generate positive business outcomes, they must first anticipate the client’s evolving needs, which means understanding the client’s business trends, opportunities and potential challenges. Only then can service providers deliver tailored IT solutions that enable client success. Building a trusted relationship with the client is the foundation of this approach.

Trust can be demonstrated in a lot of ways. When constructing an IT strategy for a new client, service providers cannot let their own interests get in the way. Instead, they must adopt a customer-centric mindset that is open to sacrificing short-term revenue.  Trusted partnerships navigate challenges together, even those that will initially have a negative impact on the bottom line. Long-term client satisfaction is a service provider’s main purpose.

Prioritizing Efficiency

This scenario sometimes comes up when an IT strategy calls for automating processes and workflows. By actively advising clients on how to automate their own operations, it demonstrates a commitment to the client’s business interests and value.

Enhancing client efficiency is always a winning proposition. As automation replaces manual tasks, service providers should proactively guide clients toward optimizing their operations. By demonstrating expertise and providing valuable insights, IT teams can open doors to new business opportunities. This approach not only builds trust but also solidifies a position in the thought leadership chain. Trust and thought leadership form a powerful combination for any IT professional seeking to sell their initiatives effectively.

Delivering Exceptional Service

Once service providers can anticipate client needs and establish themselves as a trusted partner, they are in position to start delivering innovative IT solutions. In the realm of digital transformation, there is a vast landscape of opportunities for new IT initiatives. Service providers can only play in this sandbox if they offer exceptional service.

To do this, they must maintain open lines of communication, actively listening to client feedback and promptly addressing any concerns. In addition, IT professionals can enhance their offerings by staying up-to-date with the latest technological advancements and certifications, ensuring they are equipped to handle current and future IT-related challenges. This allows service providers to innovate and directly contribute to the overall success of their clients.

The best way to sell a promising IT initiative lies around trust. Service providers must cultivate trust in order for their client relationships to bloom into trusted partnerships. By anticipating customer needs, focusing on long-term value and delivering world-class service, IT professionals can navigate the digital landscape successfully and create positive change.