What is the cost of the challenge
As I have stated before, customers suffer from – “Loss Aversion”. In other words, they are hesitant to change anything, as they are uncertain that it will result in the benefits, you have described.
The easiest way to convince a customer to see how you can support them, is to show them how your solution can do the following:
- Improve profitability
- Reduce costs
- Improve efficiencies
- Offer a better solution