How can small and medium enterprises persuade the customer boss.

Where enterprises want to develop, they have real software requirements. Those who deliberately seek the software company to say they want to do development belong to the abnormal and boring class, very few.
However, if they have a demand, the company has the strength to do development, and the final result may not be able to be discussed, the problem is: software Price.

What are the contradictions?
Software companies are not charity organizations, and they started out for profit. Of course, you have to pay for software and make appropriate profits. However, this price is not acceptable to small and medium-sized enterprise owners.
Different from big companies, they are rich in wealth. As long as they make software, they don't frown on how much money they pay. Different from public institutions, they do software not only to improve efficiency, but also to other roles; small and medium enterprises need to make software and "inexpensive. This is a contradiction: software companies must make profits and enterprises must save money. How to convince the boss that the price is reasonable becomes the key.

1: Who is the demand from? Boss!
Whether an enterprise needs software, and whether the software needs acceleration or not, all of which come from the boss. Small and medium-sized enterprises (dozens of employees) have limited employees and specific business needs. Therefore, the boss can control all aspects of the company. The need for a set of software is almost entirely from the boss's will. Employees only need to work, have software to do, and do not have software to work overtime. Therefore, employees (or even department managers) have almost no effect in promoting software processes.
2: The demand actually exists, but the degree of urgency of the demand is generally not high
As I said at the beginning, as long as you come to the company for software, there is basically a demand. However, the demand level is generally not high. There are many enterprises that have been operating for many years. Even if there is no software, enterprises are thriving. So even if there is no software, the company will not suffer a lot. Companies that urgently need immediate software do not have to discuss the price with them. This is rare.
Therefore, the demand exists, but it is not so urgent and the price is high. Enterprises run the same way. Therefore, the price determines the probability of a deal.
3: Is it technically feasible?
To answer this questionProgramThe answer must be "nothing is impossible ". Yes, nothing is impossible. Most of the requirements of small and medium-sized enterprises are daily business management without complicated applications. In addition, "nothing is impossible ". But as the saying goes, it is not a good practice or quality to develop 20 thousand pieces of software and 0.2 million pieces of software.
4: how to convince the boss?
Technically, and the demand also exists. What are the factors that determine whether to deal? Price. Who decides whether to do it? Boss. So how to persuade the boss becomes the key.

How can we let the boss realize that the benefits brought by the software are greater than his investment?How can we establish an image software value measurement standard?

Let's start with a joke: Once upon a time, there was a ghost. One time he accidentally fell into the river and was about to drown, his eldest son said, "Hand me your hand, I'll come to you !", As a result, the ghost just gave up his hand. At this time, the second son thought about it and said, "I'll give you my hand. Hurry up !", As a result, the ghost immediately reached out and grabbed the second son's hand and was rescued.
For the same problem, different descriptions give people different feelings. This joke is what it means.

Back to our topic, we must accept so much money. It is critical to say that it is more attractive to the boss. However, the value of the software, which is more vivid, becomes the key.
For example, it is measured by employee/year. The value of this software is "an additional 1.5 employees/year's salary ". What are other measurement methods?

What payment methods can be accepted by the boss?
1: one time: This method will scare many bosses. Tens of thousands of requests are opened at a time, and most of them will be scared away. Don't worry, just go to the next one.
2: installment payment: You can pay by year. 1/2 will be collected in the first year of software implementation, and the remaining amount will be withdrawn every month in the next three years. This problem is not conducive to the capital turnover of software companies.
3: Profit Return: it is common sense to charge for the first time the same type of software. If you can sell more software in the same industry at that time, you can return profits to the first company to reduce their costs. This is also a way. After all, there will be money-consuming channels in the future.

If you have been in an industry for a long time, you must consider this industry. There is always a spark when talking to friends.