All businesses and industries learn to handle common objections when trying to sell a product or service. One of your companies’ biggest strengths should be how you overcome those objections and how prepared you and your team are to answer them. This is a great time to showcase your greatest strengths within your company. Today, we are going to go over a few common objections that our sales team experiences most and how we react to the challenge. Here are the top 5 objections our sales team consistently experiences:
1. "We handle our IT in house."
We don’t replace your IT staff; we make them BETTER. By filling in the gaps and assisting them, giving them best-in-class tools and training, and by freeing them to be more proactive and strategic, we make them FAR more productive for you. As an added bonus, THEY won’t get burned out, frustrated and leave. Co-Managed IT is a flexible partnership to help you get superior IT support and services at a much lower cost.
2. "Nobody wants to hack us/ We are too small."
Wrong. In fact, it’s quite the opposite. According to StaySafeOnline.org, attacks on small businesses now account for over 70% of data breaches, a number that appears to be on the rise. Close to half of small businesses have been compromised, ransomware attacks alone have skyrocketed a whopping 250% since 2016, and incidents of phishing have followed suit, as reported by Media Planet.
This is probably one of the biggest and most costly misconceptions that business owners have. Usually, this is because they’ve been fortunate enough to have never encountered a major disaster, but that’s similar to someone who doesn’t feel the need to wear a seat belt when driving in a car because they’ve never had an accident.
But why would a team of hackers zero in on a small-town operation when they could be targeting a giant like Google? Well, which building is a petty thief more likely to target — the bank in the center of a busy downtown, packed with security guards and high-tech theft prevention equipment, or the house in an affluent part of the city, which the owners always keep unlocked while they’re on vacation? Make no mistake — these hacker gangs aren’t boosting a couple flat screens and a box of jewelry. They’re gutting small businesses with ransoms that stretch to the very edge of their means, as much as $256,000 for a single attack, according to one TechRepublic analysis.
3. "I see that your services cost a little more than some of the other providers I’ve talked to; why is that?"
Quite simply, we invest two to three times more money into hiring and training high quality service technicians. In fact, our technicians are required to go through 58 hours of training before they are permitted to touch any of our clients’ networks and invest over 100 hours of training per year on average not only technical expertise, but also in customer service, communication and company standards. We also hire more techs per client than the average IT services company, which gives them the ability to invest more time on serving each client rather than being pressured to implement a quick fix and rush on to the next client to maximize profitability. All of this costs more, but we made a decision a long time ago that we would rather explain our price once to new clients rather than apologize for poor service forever.
4. "My relative handles our IT."
If the person you have working on your machine does not do computer repair and support for a living, there is a good chance they won’t have the knowledge or experience to truly help you – they are a hobbyist at best. As with everything in life, you get what you pay for. That’s not to say you need to go broke to find a great technician, but you shouldn’t be choosing someone based on price alone.
5. "We have it handled."
In many cases, there is no need for IT services. However, others have stated this same thing and eventually came to find out that the quality level of IT services they received was suboptimal. ACC specializes in positively turning around those types of situations. The reason we do this for other businesses is because we have developed systems that work for us and in this process have watched our client’s grow and change which is our main goal. Sure, we want your business- that’s the cherry on top right? However, gaining your business is just a small part of our professional relationship. Contributing to community growth and creating a positive image together holds much more meaning and purpose.