Blogathon 2008 – Entry #1 – Murphy’s Law
Well I ftp’ed our first video for the Blogathon tonight and it was all cued for 10 pm… I returned to discover that the connection (Thanks Shaw Internet) was reset? This is a good lesson for anyone using technology in the sales process. My video is now uploading and because I’m blogging from home on a residential network it is really slow. Mostly likely due to my neighbors downloading free videos and music on Friday night. (See piracy).
With that said lets get back to the topic of Murphy’s Sales and Technology law: “If something can go wrong, there’s a good chance it will.” If you sell software or web based technology my suggestion is to heed this law and prepare for the worst. (I myself am an optimist, this is both a strength and a potential risk in business) What this means is if you are going to a clients office to demonstrate software or a web application we must assume and prepare for the following circumstances:
Dead laptop: Always bring your presentation on a USB or even e-mail it to your client in advance asking that they have a back-up laptop just incase. If you’re selling ina team environment get each team member to bring their own laptops (with the presentation or softare required)
Dead projector or bulb: If you’re using a projector assume the bulb could die or the projector itself could malfunction. Bring a back-up bulb, suggest the client readies their projector just in case and always bring a hard copy of your presentation in case of technical failure (one copy for each person in attendance)
Error messages or no web connection: Assume that where ever you plan on doing your web based demo could have a loss of connectivity also assume that your software may not load, even with 99.9% effectivenes you could be the .01%. My suggestion is that you also have an offline non-live demo in the form of screen captures in PowerPoint so that you can walk clients through a simulated version of what your software can do.
The reality is that most prospects and clients realize that no software, web application, or presentation enviroment is perfect but or response to the challenge will often determine if we are seen as problem solving, flexible solution providers or someone they choose to pass over in their search for a supplier.
Click here to Tweet this Sales Blog Post to Twitter
Comments
-
Yam De La Pena
Speaking and Training
Subscribe in iTunes
Buy Sociable! Now.
-
One of the Top Sales Sites On the Net!
