5 strategies to get client buy-in for your tech stack
Convincing all your clients to move to a standardized app stack might feel impossible—but the right strategies can help you get across this hurdle.
Standardizing your tech stack is one of the best things you can do at your firm. It sets you up to truly scale your practice, because with a standard tech stack you can stop switching between tools, become more efficient and create repeatable processes.
But the biggest hurdle isn’t finding the right tech. Whether it’s accounts payable software, payroll apps, inventory trackers or practice management software, you can likely find the best solutions with some research.
The real challenge comes when it’s time to pitch the switch to your clients and get them to buy into adopting new tech. So below, I’ve outlined some field-tested strategies to help you overcome this hurdle.
Pitch a vision, not an app
People resist change at a neurological level. Science tells us that when we feel uncertain about the future, our brains get primed to amplify negative emotions.
So, when you tell clients that you want to introduce a new app, you put them on alert. Most clients will default to thinking about what can go wrong with the switch and look for reasons why their current process is working just fine (even if it isn’t).
The way to get ahead of this is simple: don’t pitch apps.
Instead, give clients a vision of what their business can look like.
Do they want better insights into their financials? Faster reports? Easier time managing accounts payable (AP)? Talk about the specifics of what you’re trying to achieve first—the actual apps and execution should come much later.
Build a financial case
How much money can your clients save with better tech?
A lot of firms make the mistake of superficially comparing different app subscription packages. Don’t do this. The right way to build your financial case is to dig deep into your client’s entire technology stack, their whole process beyond accounting, and understand where there are costs.
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