We have just recently (in the past 6 months or so) realized there was a major flaw in the way we present our support application to potential clients. Many of the times, the organizations/companies that we are talking with need a major overhaul of their support process. The problem is that a major overhaul, well, feels like it is going to be a major overhaul.
Seth points out how selling change can be a big challenge.
The new twist that should have been obvious to us long ago is that our applications can help them do almost exactly the same thing they are doing now but with better organization, tracking, and reporting. Once we help them implement our application to slightly improve their current process, we can continually improve (overhaul) their process over the course of months/years instead of making them feel like it has to happen overnight. The overhaul will always be available, but a gradual change is more likely to be accepted.
We'll see how this goes.
BigWebApps HelpDesk solution provides helpdesk systems
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To Sell Change or a Slightly Better Way
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