The specifics of this business.
WHAT BUYERS ACTUALLY WORRY ABOUT
Whether the site stays up Whether someone answers when it does not Whether migration will break things Whether they are locked in
WHAT THEY DO NOT UNDERSTAND
Technical specifications.
WHAT THAT MEANS
Selling on specifications persuades nobody.
WHAT TO SELL ON INSTEAD
Reliability, evidenced Support, evidenced Migration handled for them Ease of leaving
WHAT EVIDENCE LOOKS LIKE
Actual uptime figures Actual response times Named customers
WHY ACTUAL FIGURES MATTER
Everyone claims excellent support.
WHAT REMOVES THE LARGEST OBSTACLE
Doing the migration yourself, free.
WHY
Fear of breakage is the main reason people stay where they are.
WHAT TO OFFER
A managed migration, with a rollback.
WHAT TO ADDRESS ABOUT LOCK-IN
How they would leave, plainly.
WHY
Stating it increases confidence rather than reducing it.
WHAT TO AVOID
Competing on price alone Overselling capacity Promises about performance you cannot evidence
WHY PRICE COMPETITION FAILS HERE
Someone is always cheaper, and the cheapest customers complain most.
WHAT TO SELL TO BUSINESSES
Continuity: what an outage costs them.
WHAT TO ESTABLISH
That cost, in their terms.
