No one needs a monkey hook (that thing pictured here). So whey do they buy it?
Because they need to hang a picture!
You've heard it before: No one needs a 1/2" drill bit. They need a half inch hole. In other words, clients don't buy from you because they need a "server" or a NAS or a router.
They buy because they need a place to store their stuff or they need to get to the Internet. They buy solutions, not products.
In my latest video I talk about what clients are looking for and how you can position your company to provide the solutions clients need. Not Servers, Backup Systems, or Anti-Virus. Instead, they're looking for Security, Peace of Mind, Uptime, and Efficiency.
Check out the video. Subscribe to the channel. And pass it along to a friend.
More SOPs at http://www.sop4smb.com