“We are home working alongside our kids, in unsuitable spaces, with no choice and no in-office days… this will create a productivity disaster for firms” – Nicholas Bloom from Stanford Institute for Economic Policy Research.

The ability to manage multiple products, people and services in one organisation has become very complicated. Now throw into the mix that many companies are crossing international boundaries, and so the amount of information that is being processed and handled is becoming too complex to handle.

Logically, coming from the cloud industry and being PSA implementors, it’s easy to say that companies must evolve their practices and technology to keep customers happy and revenue strong. However, if this were the case it could be argued that we (CloudTeam) are no longer needed as companies could adapt to the new reality themselves.

Luckily – or unluckily depending on how you see it, companies are still struggling to adapt and many don’t believe that changing their infrastructure will bring them enough profits to even out the costs of change. When facing customers like these, it can be difficult to convince them otherwise. So, we need to turn to a new way of thinking and selling. Harvard Business Review suggests a new mental model should be used when trying to convince others of your products.

In this post, we will show you have to use this mental model and apply it when you are trying to convince potential clients about the values of PSA.

Identify the shift:

Identify the underlying shift in thinking. This isn’t your value proposition but rather think about:

What was the original insight that led to the innovation.

Why do you think “people don’t get it” about your solution?

What do you think is the “eureka” moment when someone turns from disinterested to enthusiastic?

Think about it as: going from one context to another, and how your product has helped make the contextual shift.

Identifying the shift: Moving from old infrastructure to PSA systems

When trying to tell your client about PSA, its simple to highlight the
benefits that PSA brings and how it will make everything better. But this could easily translate into your customer thinking that you are telling them that
their current system is bad and so they will become defensive.

Its best to think about the context, not simply bad to good. Start with
asking your client what problems they are facing, make sure you get to know your customer like a friend. When you feel that they have explained their situations, start to provide some suggestions on how you can help them. Don’t push a whole new way of thinking (ERP) on them but make small gestures by integrating their problem with your solution. It’s crucial to show them that
you want to help them, not just simply selling a product.

Find the sticking point:

The sticking point refers to the point where you experiencing most of
your client reluctance. Could it be issues in the present? For example, clients don’t understand that there was an issue to begin with. Or, could it be an
issue about the future? Clients sometimes lack temporal vision; they fail to understand how you could help them solve their problem. Transitions could be a final sticking point. Do they recognize the problem, agree with your solution
but fail to take the final step and make the actual change?

Fi!nding the sticking point: Barrier points to ERP

If you find that clients are failing to recognize the actual problem,
you need to focus on disrupting their existing mental model. If you see that clients are reluctant, you can make use of past cases with similarities to show clients the benefits ERP actually brings to the table. Let the results speak
for itself.

What if your clients see the problem, but don’t know how they can fix
it? Here as we suggested earlier, take a step by step approach. Listen to the problems and find client specific solutions.

So, they see the problem, agree with the solution but do nothing about
it. That’s both frustrating and tricky. Here, its suggested that you focus on a plan of action. Show your client how to get from point A to B and what milestones they need to pass. Don’t leave them and let them do it themselves but make sure they know that you can help them every step of the way.

Build the program

Implement these steps continuously with your clients. Try and document
what steps worked and which didn’t. Specifically, why you ran into troubles and how you fixed it. Also, by documenting the process, you have evidence of success in the past that will help convince clients that they too have the potential to be successful.

We hope we have helped you in selling your ideas and systems to others.
For more information on the benefits that Financial Force ERP brings, download

Social tips:

    • Maintain social and physical boundaries
      • You need to make sure you get dressed, not for lounging but for work. Brush your teeth, put on your casual Friday work clothes on and set up your desk as it looked in the office. These physical and social indicators will mentally show you that you have transitioned from “home you” to “work you”
        • Be mindful of your colleagues
          • So many of us are facing challenges in integrating childcare etc into our regular work hours. Just like our very own Stefen (link to linkedin post) it is challenging to balance colleagues needs with family needs. Be aware that your colleagues may be faced with new challenges, so they may not be able to answer as quickly as they used to. Set up specific times with your colleagues where you know they will be available to answer all emails and when they won’t be. This will you save you potential annoyance and them lower stress levels.
        • Learn, learn and then learn some more
          • The internet provides vast amounts of learning opportunities that could easily make you feel overwhelmed! But, one way in which you can combine both relaxing learning new things and work is to watch webinars. Companies are releasing webinars everyday, here at CloudTeam  Company we are too. We would love to engage with you and discuss Cloud ERP topics with you in our latest webinar!
        • Engagement is crucial
          • It is certain that in order to get through this survival phase is consistent communication. Its crucial to communicate with your colleagues as well as others in the field. We constantly keep up with our partners through emails, WhatsApp and social media such as Instagram and LinkedIn

Mental tips:

      • Self-care is not just the latest buzzword
        • If you don’t take care of yourself how can you take care of others? Check in on yourself just as you would with others. Find the activities that make you feel great and make sure that you keep at least one of them in your daily to do list
      • Ask for help when you need it
        • Don’t hesitate to seek help when you need it! It could be either seeking for help in your professional or personal life. Asking your colleagues for help when you need to postpone a deadline or not isn’t bad, it’s just human. Practice to speak out when you need to.
      • Continue having your Friday drinks with colleagues
        • Zoom isn’t just for meetings you know but also for occasions where you can just chat and have fun. At Cloudteam Company we have these drinks with some pub quizzes as well! Click here to for some inspiration for your next pub quiz
      • Ask others how they are
        • We have weekly check-ins scheduled every Friday to make sure we are all ok and up to date. This really helps morale as the check in includes almost the whole company. It helps us feel more like a team and not alone in these strange times. Highly recommended!

Work tips:

      • Maintain a regular break pattern
        • Keep a diary that will allow you to try and take a quick break at 11 am and 3pm, whether it’s a quick walk outside, yoga or even just taking a break from the screen. If you don’t practice this you will quickly come to realize that an entire day can pass without even leaving the screen
      • Listen to music or find some silence
        • At the office we sometimes listen to some music together, although it quickly becomes known that not everyone has the same taste in music. Personally, for me I enjoy some piano music in the background but some of my colleagues enjoy white noise. Find a playlist that helps you get in the zone and block out the rest of the world.
        • Working from bed is nice, we know. But you risk not separating work from relaxing. Before you may have thought of your bed as a place to relax and rest but by bringing in work and potential stress, that peace will soon disappear.
      • Use our to do list
        • Many people swear by using to do lists, it allows us to maintain our progress and even feel good when we tick something off. We’ve provided a free download of a to do list template with key reminders for you!