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Home»Startup»Five Tips On How To Sell High Tech In Low-Tech Industries
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Five Tips On How To Sell High Tech In Low-Tech Industries

March 4, 2023No Comments6 Mins Read
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Five Tips On How To Sell High Tech In Low-Tech Industries
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By Robin Saluoks, co-founder and CEO of eAgronom.

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Do you communicate Klingon, Dothraki or Valyrian? No, me neither. However that’s what I’d sound wish to my prospects if I attempted clarify a number of the particulars of our know-how to them.

My prospects are farmers who do backbreaking work from nightfall till daybreak to get meals on our tables; they don’t have time to spend hours hunched over laptops holding up-to-date with the most recent software program updates—and neither ought to they must. Issues want to simply work, and if one thing does go unsuitable, there must be somebody to name on.

There are lots of industries, or in all probability parts in any business, the place excessive tech must be translated to low-tech makes use of, which belief me, isn’t any imply feat. Having spent the final eight years of my life doing simply that, let me share some tips about find out how to get it proper the primary time.

1. Know Your Customers

This will sound apparent, however it’s tougher than you would possibly suppose. Affirmation bias—a human tendency to favor info that’s per our current beliefs—is an enormous drawback in software program improvement that the business is struggling to get a deal with on. What this boils all the way down to is you would possibly suppose you understand how your customers suppose and act, however that could possibly be removed from actuality.

Earlier than embarking on product improvement, ideally, you must have private expertise of being a consumer within the specific area your self, but when that isn’t attainable, immerse your self absolutely into that world. After all, there are situations of disruptive innovation the place know-how no one knew they wanted has taken the world by storm; nonetheless, as a rule, know-how ought to enrich life, not flip it the wrong way up. Amazon could have made us all into internet buyers and Apple has made everybody carry a mini laptop computer of their pockets, however disruptive examples like which are far and few between.

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2. Garner Steady Suggestions

At my firm, we don’t sit within the workplace and consider methods to make farmers’ lives higher. We discuss to them. Once we first launched our farm administration software program again in 2016, our platform wasn’t slick and all singing and dancing. I’d go to conferences with farmers, come again to the workplace with new info and insights after which the developer group acquired to coding.

This rudimentary and, to some, seemingly haphazard means of working developed because of the likelihood occasions that led to our firm’s formation, nevertheless it has meant that we’ve all the time been fully in tune with our buyer base and have been capable of construct an intuitive platform that feels pure to make use of.

It’s additionally essential to not be afraid of suggestions. Don’t disguise. As a substitute, take adverse suggestions on board and confront your errors. No one can get all the pieces proper the primary time.

3. Deep Dive Into New Markets

When planning to enter new markets, you have to as soon as once more concentrate on affirmation bias. Chances are you’ll suppose the neighboring market works the identical means as your own home market—that the tradition, individuals and challenges are the identical and you can get away with an English model fairly than localizing the software program—however these selections could come again to hang-out you.

Once we determined to enter Poland, for instance, I quickly moved there. Poland is the second largest grain producer in Europe, and we knew we needed to get the market entry proper the primary time. I’m not saying a drastic step like that is all the time vital, however participating specialists on the bottom who can present insights in your target market with the intention to hone in on technique, messaging and strategy are of crucial significance.

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4. Human-Going through Buyer Service Powered By Expertise

The previous 10 years have seen a pivot towards technology-facing customer support powered by a mix of synthetic intelligence, voice recognition and large information analytics. Whereas these applied sciences are extremely highly effective instruments, making them customer-facing whereas fully taking away the human factor has not all the time been profitable.

For these working in conventional low-tech industries, I consider having a direct line to prospects and holding that line of communication open as they develop is essential. This has all the time been my strategy. Some industries, like farming, are historically suspicious of know-how and large enterprise must construct its popularity on private, human customer support—both face-to-face or over the cellphone.

This human entrance finish, nonetheless, may be powered by a high-tech database that permits your consultants to have all the mandatory info at their fingertips. I consider you’ll be able to create the most effective of each worlds.

5. No-Code Growth

Naturally, no two end-users organizations are the identical and each entity has particular person wants and necessities. For these “one measurement doesn’t match all” events, the emergence of the no-code software program improvement strategy can present thrilling alternatives.

Right here, complicated tech on the backend permits somebody with the mandatory institutional information however with little or no technical know-how to create an software with the assistance of an easy-to-use visible interface that doesn’t require any code. No-code has superb potential to supply personalised services and products in low-tech industries and it’s an space I see turning into larger within the coming years.

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Digital transformation has been spreading like wildfire throughout all industries, even when the tempo has different. Whereas my farmer dad is much more tech-savvy right now than 20 years in the past, as is most of society, his day job is within the fields and the know-how he makes use of must be intuitive, supportive and reliable. This may be translated to finish customers anyplace, in any scenario.

Absolutely the secret’s usability. As a developer, you must know precisely how your buyer works, what course of they require and what the consequence must be. Right here, we circle again to the primary level: Know your viewers.

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