 So welcome to another it talk sash sells video and this is gonna be along the business line because people ask this question a lot and Me and Brett we were talking about this and he's actually done a lot of talks about getting to yes. Yeah, and sales objections is what this is kind of about and The one of the problems a lot of people have just in general in it is you pitch your Idea to someone and you know you get that thrown right back in here too expensive. It's too much. I can't forge you or things like that and There's a there's a hard to figure out balance because humans are difficult and complicated much more complicated than computers That's why I like technology better Sometimes sometimes don't talk back right? Yeah, well, then they do they give you output back and it's based on input It's easy to solve So one of the one of the things I do when I'm pitching Because we do have proposals and we're pitching them to there And I have people who want to just beat me up on price and you just kind of got a hold hold to the grindstone on that I mean there's figuring out your pricing. I'm gonna do some videos on that But that's really really difficult and that's a that's a different type of science But once you have established your prices and know what you're gonna pitch to your clients The first subjection a lot of times is whoa that backup server. Yeah, do I really need it? And you kind of have to step out of the tech bind a lot And that's one of the reasons I have Brett here because he's kind of more the business oriented guy Who's less tech and it actually helps a lot because a lot of people want to jump right into the tech side of it all time like this thing has this many processors and this much memory and you start breaking down technical details and Business owners like yeah, the guy who sold me all my trucks. He gave me a lot of technical details And care about I need them to haul freight Tell me how it's gonna value hauling freight and the reliability of this thing So you have to think about from their perspective. They're dealing with I bring up trucking because we have a lot of transportation clients They're dealing with so many different elements of the business as a president of the company business owners You are just throwing more technical details out bottom that it's not that they don't care It's they have other things you're focused on how do they get the next thing that makes their business go and how Do you fit into it? Right. So the first thing you have to do is make your pitch make sense to them Be a value proposition of how we will integrate into their business and that's the first step to them Understanding it because he we as Brett said they are people are natural about saying well There's people are natural about saying no right from infancy if you think about The what your parents told you every time when you went to reach for something when you were young you were told No, and that was one of the first commands We learned as humans was no you walk into a home depot or a Lowe's or a Walmart And there's somebody there greeting you and they ask you can we help you with anything? What do you say? Oh, no, I'm okay. And then you take a few steps and oh wait a minute Where do I find the the two by fours or where do I find this? So we our first inclination is to say no to somebody before we say yes One of the things I've I've you mentioned it too is you get those business owners to get that glossed over look It's happened to me Because they don't understand and people say no because first it's inherent second is they're not understanding your solution Right, so you have to make sure that your pitch is all about integrating into their business How is can do there and backups are one of those things that it's a great place to start It's a really important to the client But it's also going to be difficult to convey that now the customers That have experienced a major outage and I'll take an engineering company that we have They understand the value and they had no problems approving backups Because the reason they switched to us from IT was because they had a service failure from the other tech company And that service failure led them to being down for five days They have I think seven CAD engineers that all make roughly 100 plus thousand dollars a year Who had nothing to do for the next five days? Not to mention what we refer to is brand erosion And what that is is the perception people have about your company when you couldn't service the projects that you've done So they couldn't get their engineering projects delivered on time Right, they had a bunch of guys that they are on salary that they had to pay With nothing to do because the server was broken and didn't have it Hadn't have proper backups and they stuck everything in the cloud and took forever to get it back There's a whole mess. So we have a solution that's more robust, but this is how it was sold to them We have different options based on how much downtime you want to have and they're like, what do you mean by downtime? Well, we can back everything up to the cloud. You have this much data It will take you about three days to get all that data back out of the cloud Oh So you'll be down for three days, but we can restore your data or we can sell you this second server To replicate everything. So your downtime is like almost eliminated because we can do failover Oh, so we can have two servers essentially Yes, and if I would have came in let me pitch you on these two servers and high availability options and things like that You would start talking about things that go over their head versus the value proposition of we can have it So you'll have these people down and then you can tell them that you don't have to ask the number How much does it cost your company to be down for two days? What would it cost? And there's Well, you're you're the main point you're saying is you've got to You've got to sell to the pain. Yeah of your customer There's a pain there if they're five days being down. That's a lot of money This company had everything set up wrong It took them for everything all the data back and they still didn't get it all back That's a whole nother one of those crazy messy stories And some of our best clients are ones like that So, you know, we have clients that really didn't take cyber security seriously Well, once they if they work in a compliance and they have personal information and they work in the compliance controlled industry being that HIPAA star beings oxley any of those where they have Personal information either financials or medical records You have a client that may not take things serious until They've been hit any client that's been hit is so much easier to sell to And it's hard to sell to that pain because they just don't understand it And I think you're just trying to you know scare and shock them But there's a lot of statistics you can throw out there. I mean a lot of these companies don't survive Here's the fines you pay. Yeah, that $200,000 fine is expensive for a small business and a Marriott breached happening yesterday They're like now that's just a marketing expense because we're going to hire a pr firm That's probably against they're probably going to spend more on pr than they will in fines So you've got to once again sell to the pain and that's how you get around those sales objections Is making sure you understand how it would impact their business Not how whiz being amazing and how many processors are in that Well, one of the things in selling to the pain if somebody hasn't experienced that The one thing you can do is paint the picture Yeah You talk about a story about a client that you've had to experience something of down like you're that five day downtime Right, what was what was their loss and you talk about that And get get get that business owner or that person you're working with to understand that I don't want that to happen to me I need your solution right and and it's little things like that that you're You want to make sure you've made a clear picture a clear path You don't want to just sell it on fear And in some ways you are a little bit selling it on fear But it's really not the goal and I hate when you have too much fear marketing Out there the big bed cybersecurity guys are going to take it over unless you use our service You've got to kind of talk about the risks in our industries the targets that they are and Some of the reality, you know, besides we've seen these large companies hack But more often than not these large companies have done a good job on security At least a handful of marks as much as we do hear about it There was a lot we're not hearing about when you look at the size of the market And small businesses are easy pickings for cybersecurity targets because they generally don't have they've spent the minimum On any type of security any type of monitoring So they're just kind of swinging in a breeze because they had their friend who set up their it for them and stuff like that And when I say don't you have to project the pain to them and paint the picture and ask them the numbers I always start with you know, think about how much it costs you You don't have to tell me the amount I add that in here because sometimes they think I'm trying to get personal financial information Like no, no, I don't want to know how much your company makes But you need to think about as a business owner. What does downtime cost you? What if this server goes down and it's down for several days? How much does that cost you? And that's when you have to really work through it with them and it's it's not hard to do you got to look at in our perspective I'll also tell you it's handy to understand our markets And be able to make a comparative analogies That's a great thing. Yeah Transportation they know a lot about the trucks So if you make the comparison of why did you go with freight liner trucks? Or why did you go with it? It doesn't take much reading to understand what that business is Or you look at the CAD designers Hey, look, I looked up the tools some of the CAD people use. Oh, did you? Yeah, and you can just talk to about it like I know you went and bought this Device or you went with this CAD software because it's a quality software or you went with these high-end Printers because you know this plotter does better. Whatever those are you can kind of make those comparative analogies So you understand their industry you also Develop some rapport because the technology side they know technology like they need to use us. They don't know They're surprised when you go. Yeah, you have such a suggestion printer. Oh, I just googled it I'm not being not genuine But you understand their industry a little better and you can you can then understand their perspective on things Also, if they are really cheap and they have crap everywhere and are a mess They're probably also a client. This is going to be a problem. Just walk away. Yeah, but you've cleaned up messes before I've cleaned up messes before We there's something you can just tell about a client We've seen clients who just scattered papers everywhere in garbage or they they're also clients Who probably are just looking for the cheapest sometimes there's telltale signs when no is fine. No, it's probably the answer you Yeah, absolutely So that was it this short video on this topic Because people asking about how to deal with sales objections your sales section a lot of times Like I said, they come from you being overly technical and less selling to the Pain that you're going to solve and understanding their business. So take the time to understand our business as your takeaway Sell to the pain don't get overly technical because I know some of my staff This is why I do sales some of the techies that I employ. They really want to talk about processors They really want to talk about you wouldn't believe what the cpu mark score is on this and it's really Fred's going no no That's that's that's not what exciting that business the bottom line is what's exciting that business owner And if you can if you can get to that and in a sin simplistic form keep it simple stupid the kiss method Yeah, kiss method. It actually works. It's you know, it's 2018. You still got to keep some simplicity and when you do these sales All right, thanks Thanks for watching if you like this video, go ahead and click the thumbs up Leave us some feedback below to let us know any details what you like and didn't like as well because we love hearing the feedback Or if you just want to say thanks, leave a comment If you wanted to be notified of new videos as they come out go ahead and subscribe and the bell icon that lets youtube know That you're interested in notifications. Hopefully they send them As we've learned with youtube Anyways, if you want to contract us for consulting services You go ahead and hit launch systems.com and you can reach out to us for all the projects that we can do and help you We work with a lot of small businesses it companies even some large companies And you can farm different workout to us or just hire us as a consultant to help design your network Also, if you want to help the channel in other ways, we have a patreon. 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