Avoid The À La Carte IT Menu Trap
By Jay McCall
Allowing customers free range to pick and choose which IT solutions they buy from you is almost always not in their best interests, and rarely in yours.
As an IT solutions provider, it’s important that you’re able to solve a variety of IT challenges for your customers. However, how you present your solutions can go a long way in determining your profitability. Similar to the experience of dining at a new restaurant with an overwhelming menu and getting no help selecting the appetizer, entrée, sides, and dessert, your customers can become overwhelmed by a long list of IT solutions and services from which they must choose. Even though it might seem like a nonpushy, customer-friendly thing to do, it’s ultimately going to lead to customers missing options they need, and your company falling short of its revenue potential. Learning how to sell bundled IT solutions is one way to avoid these pitfalls.