HN Explorer

Ask HN: How would you convince a client to go through digital transformation?

2 points by llampx ↗ HN
Situation: You have a client who has a successful business based on physical products, a good supply and distribution chain. However you know that digital transformation is important for them to succeed and prosper. The managers are all from a different era though, and regard the Internet and e-commerce with suspicion because most of their business still comes from offline.

How do you convince them to invest in the newfangled Internet thingamabob?

3 comments

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PaulHoule
Ask to look at the books and show them what there is to gain.
themodelplumber
Show them stories of other organizations that made the transition, then show how the platforms you are pitching will help them bring their past traditions forward and tell their own stories in an authentic _and_ accessible way.

Demonstrate that part of your mission is to make their work more accessible, and to make better, more sustainable connections possible with their audience.

Show them survey results from their best customers if possible.

Do all this while playing down your own interest in the matter, so that you don't become synonymous with their disinterest. This will give you more retries, if you want them.

(Keeping in mind that if there's any dragging sensation, dragging clients through anything is almost never enjoyable for either side, and sometimes it's better to spend the time pitching to someone who already shows general interest and experience in the kind of work you do...)

Good luck and hang in there...every business has some kind of complexes that are holding it back, even tech businesses.

cybarDOTlive
It will make them more. Their competitors are eating their lunch. Websites act as 24/7 sales people (boomers like the idea of that).