Home – New Forums Tell me straight… What is happening with digitalization?

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  • #1237035
    Carlos Moreno
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    Hello everyone!

    I am looking forward to understand which are the key factors of people and companies to avoid digitalization, any idea? I will give you some ideas I have come up with:
    -If you keep doing what you have always done you are in your comfort zone, so you’d rather not implement new tools in your company.
    -There are too many options (such as software) and it is too difficult to choose.
    -The initial investment needed it’s a key barrier, maybe you’d prefer a monthly payment to share “the risk” with your IT partner.
    -It’s hard to trust your supplier.

    Please share your opinion, I would love to know what are the main reasons so I can focus on trying to solve them.

    Thanks in advance!

    Best regards, Carlos Moreno More about... Me Business Digitalization
    #1237038
    psgroup
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    The major thing to avoid digitalization is, the knowledge gap and accessive relying on machines.
    Knowledge gap is the major factor, where decision-makers are not aware about such digitalization and its benefits. Anyway, if decision-makers are youngsters then it will be okay but elder people are afraid of sharing confidential things over the newly built system or machines.

    #1237039
    Paul – FS Concierge
    Keymaster
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    @carlos-morhe I have observed all of the factors you mentioned at at various times.

    Astute observations – each of them a risk.

    Also, not understanding how it all works and what benefits will flow to a company when the implementation is finished.

    Cheers
    ~Paul

    #1237044
    Carlos Moreno
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    Thanks for answering @paul-fs-concierge!

    That’s a good point of view, any idea about how to fix it? Maybe with a demo showing the product? or explaining to them other real cases?

    Best regards

    Best regards, Carlos Moreno More about... Me Business Digitalization
    #1237045
    Carlos Moreno
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    Thanks for the answer @psgroup!

    Any idea about how could we help them to lose these fear? Offering some webinars to attract new people and then explain the benefits? Maybe you just think it is impossible they change their mind, but anyways I would love to hear your opinion.

    Cheers!

    Best regards, Carlos Moreno More about... Me Business Digitalization
    #1237055
    Paul – FS Concierge
    Keymaster
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    Hi Carlos,

    Research the buying cycle – it will point out some obvious strategies to employ at each stage.

    There is a ton of material on it, and it is detailed so difficult to provide a synopsis on.

    I will say this though. There are different stages and you need to understand them in order to provide the correct communication to the potential customer according to what stage they are in. Eg, “Hey want to find out more?” might employ and education strategy vs a selling strategy for those ready to buy now – they are two completely different approaches.

    On the opposite hand, if you employ the incorrect strategies, there is a big chance that you will lose them and your opportunity.

    Lots of people get this wrong.

    Cheers
    ~Paul

    #1237074
    Carlos Moreno
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    Completely agree with you Paul, thanks for your help. I will take a look at what you said!

    Best regards,

    Carlos

    Best regards, Carlos Moreno More about... Me Business Digitalization
    #1237336
    Suze English
    Moderator
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    Hi @carlos-morhe, great question! I’m seeing the term ‘technophobia’ a lot when it comes to the topic of digital avoidance. It was the topic of discussion for this recent Kochie’s Business Builders webinar, Empowering Possibilities: Modernising Your Business Masterclass. I found it really informative and think it will give you lots of food for thought on your quest to find solutions.

    Check it out!

    Empowering Possibilities: Modernising Your Business Masterclass

    #1237337
    Mario
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    Another problem is the investment of time. Small business owners already have a lot on their plates. Allocating more time to implement, learn, and then use new software is a big ask for many people.

    In this case, I think that highlighting the eventual time-saving and effort-saving benefits would help win them over.

      Cheers Mario
    #1237342
    Chrispro
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    I agree Mario. Time is one of the major factors. Most small businesses have tried and tested methods of doing things already. They work. Owners (like myself) are well aware that there are ‘better’ ways of doing things, but they can’t afford the time and disruption to business while this ‘better’ way is implemented. Quite simply, it is easier to stick with what you know. I’m a creature of habit and I just don’t really like change. Any new system causes a lot of pain to implement quite simply because it’s different. It may be more efficient, but it’s different. And different means re-learning, or re-skilling staff. Some decide it’s just not worth the pain, even if it means sticking with a less efficient system. It’s very hard to get past that with a lot of people.

    #1237444
    Carlos Moreno
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    Thanks for your answer @chrispro!

    I completely understand your point of view, do you see any alternative which would make you think differently? Maybe with some kind of pack where you offer the service and the maintenance together so you can build partnerships, apart from offering formation in case the customer wants to learn at their own pace. They could use our help while they learn and once they feel comfortable their team can start doing it themselves.

    Any suggestions?

    Best regards,

    Carlos

    Best regards, Carlos Moreno More about... Me Business Digitalization
    #1237470
    Paul – FS Concierge
    Keymaster
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    I completely understand your point of view, do you see any alternative which would make you think differently?

    One point to keep in mind Carlos is that Chris is just not looking for a solution to a problem he doesn’t perceive that he has.

    So trying to tailor a solution for somebody like Chris is likely to be wasted resources.

    Not that you are not onto something and Chris has identified what is probably a major and important roadblock – like a permanent Red Light at an intersection.

    If you were still keen to market to Chris – and I would be when my business has already picked the low hanging fruit, your first task is to find out where he fits in the sales cycle so you could speak to his situation. Some elements of what he might want to hear are things like:

  • Make $xxxx-$xxxxx more money
  • Save x-xx hours per week – reduce staff costs or add productive capacity to your business. Do important, money making stuff with your time instead of faffing around with old, unproductive, time wasting systems, Break new ground, enter new markets or just sit back and have more time for yourself and your family.
  • I do it all for you – hassle free.
  • X Number of people in your industry love using it. And it’s so easy.
  • Then you would provide actual examples and results to build social proof and trust.
  • Then you might have a Free demo or video to point Chris in the direction of and a follow-up process to gauge interest and deepen the understanding while moving to the next stage of the sales cycle.

    Keep talking to people and work out who your future customers are likely to be.

    For example, I was going to start a business (got lazy lol) and I was pretty clear that given my offering and likely price point, was going to be targeted to local service businesses in the $1M-$3M turnover range who wanted to get to $2M-$5M in turnover.

    This was key – and was nothing about what my service would do or how it would look or work – that would follow. It was all about sparking a potential customer’s desire to grow. That is the problem I was solving even though my service was tech. I wasn’t selling tech, I was selling growth – tech was just the tool they needed to get there. And I could prove it.

    I was going to target industry verticals one by one starting with low hanging fruit.

    In turn, this gave me a place to start hanging out – find communities or groups or publications, or even trade shows and events where those people hung out. And people that already work with them – for example, I was already talking to a Business Consultant with about 40 or 50 clients in the category I was interested in and he loved what he perceived I could do for his clients.

    Talk to them – especially, ask questions. Be helpful to them, not all “salesy”, tweak your offering on their intel while also checking that there is an actual market and people would be willing to pay etc.

    I hope some of that helps.

    Cheers
    ~Paul

#1237644
Chrispro
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In a word – no, I don’t really see any specific solution sorry. I would say Paul has given some excellent suggestions. My favourite: “Be helpful to them, not all “salesy”,” And he makes a great point that there would be much more low-hanging fruit than myself. I dislike change, while there are plenty of small business owners who actually like trying new things.

#1237676
Carlos Moreno
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Good point of view you comment there @paul-fs-concierge, thanks for the answer. I will absolutely take your advice into account.

Best regards,

Carlos

Best regards, Carlos Moreno More about... Me Business Digitalization
#1237677
Carlos Moreno
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I completely understand your position @chrispro, thank you for taking the time to reply!

Best regards,
Carlos

Best regards, Carlos Moreno More about... Me Business Digitalization
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