How can you convince a client to invest in a new technology platform? (2024)

Before you present the benefits of the new technology platform, you need to understand the problems or challenges that your client is facing with their current system. Ask them open-ended questions to uncover their frustrations, limitations, or risks. Listen carefully and empathize with their situation. Then, use their pain points as a starting point to show how the new platform can solve them.

Once you have established the need for change, you need to demonstrate the value of the new technology platform. Don't just list the features or specifications, but focus on the outcomes and benefits that your client can expect. Use concrete examples, case studies, or testimonials to illustrate how the platform has helped other businesses in similar situations. Highlight the return on investment, the competitive advantage, or the customer satisfaction that your client can achieve with the new platform.

Even if you have made a compelling case for the new technology platform, your client may still have some objections or concerns that prevent them from making a decision. Anticipate and prepare for the common objections, such as cost, time, complexity, or compatibility. Provide clear and honest answers, and offer reassurance, support, or incentives to overcome them. For example, you can show how the platform can save money or generate revenue in the long run, how it can be easily integrated or customized, or how it comes with training or maintenance.

Another way to convince your client to invest in a new technology platform is to create a sense of urgency. Explain why they need to act fast and what they could lose if they delay or miss the opportunity. Use facts, data, or trends to show how the market, the industry, or the customer expectations are changing and how the new platform can help them stay ahead or catch up. Alternatively, you can use scarcity, exclusivity, or deadlines to create a sense of urgency and motivate your client to act now.

Finally, you need to ask your client for commitment and close the deal. Don't assume that they will automatically agree or follow up with you after you have presented the new technology platform. Instead, ask them directly if they are ready to invest, or if they have any questions or concerns that you can address. If they are still hesitant, you can use a trial, a demo, or a guarantee to reduce their risk and increase their confidence. If they are positive, you can confirm the next steps, the timeline, and the expectations.

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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