Every Client Has Unique Needs

Every client I encounter presents distinct challenges. Their specific problem statements dictate their requirements. A purely product-focused approach falls short in the software industry.

• Client A: Ready to purchase software but requires assistance with hardware for an event showcase.
• Client B: Wants to sign a contract contingent on integrating the software with their existing SAP systems to avoid duplicative data entry.
• Client C: Interested in using our software for company-wide collaboration but lacks the IT resources to implement the project.

If I can't provide project implementation support, they won't commit.

Now, here comes my second confession: I lost Clients A, B, and C during the final stages of negotiation. In fact, numerous clients slipped away due to our narrow product-only strategy. It became clear that a change was necessary.

Enter Turnkey Solutions: A Game-Changer in Marketing

Let’s clarify what a turnkey solution entails.

"A turnkey solution is an all-encompassing system designed for easy implementation within a business process. It is ready for immediate use and typically addresses specific functions like manufacturing, billing, website design, training, or content management."

• Source: Investopedia

This approach is a dream for marketers and sales professionals alike. Here’s the appeal: it’s explicitly designed with the consumer in mind.

It communicates, "I’ll handle everything; all you need to do is start using my product."

This proposition is incredibly compelling. While competitors may concentrate solely on their product strengths, you can position yourself as the one who addresses all of the client's challenges.

How I Developed Turnkey Solutions Tailored to My Software Products

To start, it’s essential to grasp your company's core business.

Operating in the software realm, my clients face distinct challenges related to technology. Common issues include hardware procurement, software integration, and project management.

I contemplated how I could offer genuine value in hardware procurement. What more could I do beyond just placing orders for clients?

The solution was to collaborate directly with distributors. I engaged with the leading product distributor in my area and explored potential partnerships. Eventually, we established a Distributor Agreement, granting me access to competitive hardware pricing. I became the go-to source for clients seeking technology-related hardware.

Next, I sought out software integrators to partner with, enabling them to provide integration services that connect clients' existing systems to our software. Additionally, I advocated for a budget to hire project managers to support clients lacking robust IT departments.

After six months of preparation, I was ready to pursue clients with complex requirements. By the ninth month of implementing turnkey solutions, my sales revenue soared by 100%.

Conclusion

Clients often resemble pampered children—they prefer not to tackle problems themselves; they want you to handle everything.

This dynamic presents a lucrative opportunity. The business that can effectively resolve all client issues not only secures the deal but can also command premium pricing.

Investing in this approach is worthwhile, especially if you aim to enhance your sales revenue by 100% or more.

About the Author:

As a content creator, I share insights drawn from my experiences in life and business. Our unique perspectives are shaped by our individual journeys. Feel free to connect with me on LinkedIn and Twitter!