How can you explain the value of technology solutions to non-technical stakeholders?

1 Use simple language

One of the first steps to explain the value of technology solutions is to avoid jargon and acronyms that may confuse or intimidate non-technical stakeholders. Instead, use simple and clear language that they can understand and relate to. For example, instead of saying "We can implement a cloud-based SaaS solution that will reduce your CAPEX and OPEX", you can say "We can help you access software online that will save you money on buying and maintaining hardware". You can also use analogies, metaphors, or stories to illustrate complex concepts or processes.

3 Use visuals and examples

A picture is worth a thousand words, especially when it comes to explaining the value of technology solutions. Using visuals and examples can help you demonstrate the impact and relevance of your services to non-technical stakeholders. You can use charts, graphs, diagrams, screenshots, or videos to show how technology solutions will improve key metrics, such as productivity, efficiency, quality, or customer satisfaction. You can also use case studies, testimonials, or success stories to show how technology solutions have helped other clients with similar needs or challenges.

4 Anticipate and address objections

Sometimes, non-technical stakeholders may have objections or concerns about technology solutions, such as cost, security, compatibility, or usability. You need to anticipate and address these objections proactively and confidently, by providing facts, evidence, or guarantees that will reassure them and overcome their resistance. For example, you can show them how technology solutions will generate a positive return on investment, how they will comply with industry standards and regulations, how they will integrate with existing systems and processes, or how they will provide training and support.

5 Engage and listen

Finally, explaining the value of technology solutions is not a one-way communication, but a two-way dialogue. You need to engage and listen to your non-technical stakeholders, by asking open-ended questions, seeking feedback, and understanding their needs, expectations, and preferences. You also need to adapt your message and tone to your audience, by using appropriate language, examples, and visuals that will appeal to them and match their level of knowledge and interest. By engaging and listening to your non-technical stakeholders, you will build rapport, trust, and credibility, and increase the chances of winning their approval and loyalty.