Project Microsoft
• Now, how do you get clients from the different sectors to actually buy your solution?
• First, you need to get their attention. Here, you start with light, educational content, conveyed through whitepapers, social media or videos.
• Focus the messaging on the question “What is the product?”, to grab the attention. For example, what is hybrid cloud, for the public sector.
• In the consideration phase, you go a bit deeper. How can your solutions actually create value for the specific sector? For the public sector, that’s for example through the ease of use and greater insights.
• Customer Success Stories are a great way to achieve that, as they show the real-world business impact.
• Lastly, for the customer to decide for a product, pains need to be mitigated. At this point, you really have to go in-depth with the customer, offering trials and demos, demonstrating that the pain point is relieved through the solutions provided.
• Needless to say, you must convey different messages per industry based on their value proposition.
