Making wine from water


I was talking to a client the other day and he was clearly in panic mode. All of his customers were cutting overhead, slashing prices, and basically panicking over this troubled economy, envisioning doom and gloom for the foreseeable future. There’s no question, it’s a bit more than just scary out there. And thanks to the media, we are constantly reminded of this nearly every minute of the day. But I like to think I’m a glass half full person and where there is water, we just might be able to turn it into wine. Consider some of the places where your customers may need to cut and the solutions you can deliver:
• Could it be they’ll be cutting traveling expenses to conferences and seminars? Your opportunity: Offer webinars and teleclasses that don’t require travel but still offer a wealth of educational resources from you, the super VAR.
• Are they putting major projects on the backburner or possibly evening canceling them? Your opportunity: Offer maintenance agreements and managed services instead of new equipment that will allow your customer to continue to do exceptional business with existing infrastructure.
• Have they downsized their staff: Your opportunity: Promote your service capabilities and up-sell or cross-sell on services they used to perform in-house.
Look for the silver lining. Leverage your customers’ budget cuts to find more opportunities. Think about all the products and services that you offer that actually might help your customers during these unstable times. If you can help your customers be successful, the wine will be sweet!

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