📊 IoT is a promising technology, but how do you take the first step in selling it? Many companies see the possibilities of the Internet of Things (IoT) but don't know where to start. Here are some best practices to get you started selling IoT solutions:
1) Make it simple:
It sounds simple, but it's essential. Offer an easy-to-understand solution that clearly shows the value. If you want to sell IoT, you need to understand what it can do for your customers. This is not about the technology, but about the value. How can IoT help to improve processes, reduce costs or increase efficiency?
2) Focus on your customers' problems:
Customers are often more interested in how IoT solves their specific problems than the technical details. Do you have customers who want to monitor their machines, or who want to know the status of vehicles? Do you have to comply with CO2 legislation? Make sure your IoT solutions meet your customers' specific needs.
3) Start Small, Scale Up:
Start with a small project that quickly delivers value for your customer. This makes it easier to sell and ensures that customers experience the benefits immediately, without feeling overwhelmed.
4) Make it measurable:
Customers want to know what benefits they get from their investment. Help them set clear goals, such as reducing costs through better asset management, providing certain reports or improving productivity through real-time data, for example.
5) Beware of combinations:
Often, the problem starts with one specific point, but customers suddenly want to combine multiple IoT solutions. This can be tricky, as the specific sensor they need may not exist. Be cautious of these requests and offer viable solutions.
🌱 Tip: If you don't have all the technical knowledge in-house, it can be valuable to work with a reliable partner who provides you with the right technology. This way, you can focus on what you do well — building customer relationships — while the technical implementation is in the hands of an expert.
This ensures that your customers get the right solution, without you having to worry about the technical details. Make the benefits clear, and sales will follow.
The process doesn't have to be difficult, as long as you can explain the right value proposition.
