Howard M. Cohen for Xerox – If your customers have decided it makes more sense to manage their own IT, ask this question: If you used this time to sell or deliver services to your customer how much would you earn? Is it more than you would pay an external vendor to provide that service? If so they’re wasting time and money. Here’s how to help them stop.
Has a customer challenged you to explain why they should use you to support their printing and other IT operations when they can do it themselves? Here’s a comprehensive approach to answering most compellingly:
“Doing it yourself is always less expensive,” is probably one of the most off-base, inaccurate attitudes that is still pervasive in our society. It just isn’t true.