Gradually, the interconnectedness of modern technology is becoming the norm. Beyond laptops and mobile devices, crucial systems within business and even domestic situations are moving towards digital in order to optimize functionality and collect user data.

But the broad and general picture of the ‘Internet of Things’ espoused by marketing departments risks obscuring the benefits. Here are a few habits to drop in order to make an impact in the field.

Stop calling it ‘IoT’

“The term ‘Internet of Things’ is a vague, weak way of describing intelligently connected devices,” writes Elizabeth Thomas, an author at Academized and Paper Fellows. “Most people don’t fully understand the term, especially since it is so broad. However, you are more likely to make an impact on potential clients or investors if you have a product or system which actually applies the term.”

You need to learn to explain this interconnectedness of devices and technologies in a way that’s easy to understand and that means something. IoT probably means nothing to most of the clients you talk to. But explaining it by telling them how it can be applied to things that are really meaningful to them, you can truly get ahead with IoT.

Stop irritating your customers

Many of your potential customers may not be up to speed in the lexicon of IoT. For example, if a customer with a background in agricultural engineering wants to find a system for smart farming, they are less likely to be interested in ‘edge-computing’ or ‘gateways’ if you don’t explain how these can be implemented.

Reduce your IoT vocabulary to more understandable phrasing. If you find that this can’t be done, seek to educate your customers with unbiased, coherent terminology. In educating them, you help them towards incorporating IoT in their businesses.

Just like in advertising, “no jargon” is the best policy. People outside of tech rarely understand what most of the terms used in professional tech conversation mean, so you should make it simple for them. Use simple words and forget about complex phrases that confuse your customers. It’s better to just stick with what you are sure they will know.

Stop selling technology

Technology is only as good as its application. You could exhibit the most interactive, intelligently programmed app, but if it doesn’t fulfill an actual need you are likely to be promoting nothing more than an expensive toy.

Though IT has become important to the ways in which the business world makes progress, it still fundamentally comes down to tools. Look for practical applications for your product or system and sell that, rather than the empty glamor of the tech. For those in your target sector, they want to see the practical application and how you can solve their burning issues. People are often not so interested in how IoT works but rather how it works for them, how it can improve their lives.

This is what you need to apply in your own business. You need to introduce IoT as a solution rather than technology. Sure, some people that come in will be interested in understanding it as well, but most people will enjoy practical use explanations, especially if they are personalized and tailored to their own business.

Stop selling to IT

Though you are far more likely to get a buzz from selling to IT professionals, you are less likely to actually get your products into the hands of those who will actually use it. IT professionals will, perhaps, understand your product better than others, and may even find ways to support it.

However, IoT customers are spread out across many different industries, so the longer you spend wooing the IT guys, the more opportunities you’ll miss in ignoring customers from marketing and manufacturing. You should pick a few industries that you know you can serve the best. There is no point going around and being everyone’s solution. Choose niches that can truly use your technology and that can benefit from what you have to offer the most. Be present in their circles and focus on being there for their needs. Blog for them and create other types of content for them.

Stop going to pointless conferences

“It’s important to be informed in the field you are working in, and IoT conferences are a great way to pick up ideas and connect with other professionals in the field,” says Debra Harness, a regular contributor at Australian help and Big Assignments. “But there will always come a point where attending these conferences no longer serve any tangible purpose.”

Your technology is only useful to those who will apply it. You’d be better off attending exhibitions where you can actually sell the product or service you are promoting. So, following up on the previous point, you should also appear on the conferences of people that are in your target niches. Be there, present your product, share important information, talk about how they can apply it and what are the benefits of applying this. IoT conferences are fun because these are your people, just as passionate about IoT as you are, but the fact is that they will likely not buy your product. Go where people will.

Stop looking for customers who don’t necessarily need your product

Whilst it is important to enlist a good base of beta testers, these will not necessarily be the ultimate market for your product or system. There are those customers who simply pick up your product in order to spend capital, to show shareholders they are up to speed on emerging tech.

Instead, it’s a good idea to look further, and discover the industries and sectors that will actually use your solution on a day to day basis. While the mentioned group will buy your product, they won’t use it properly. So, instead, you should search for some great markets where you can expand and show what your product can really do.

IoT is still in its infancy by many standards but it can be really useful to many professionals. If you want to succeed in IoT and in selling your product, follow some of these tips in order to reach success.

Author Bio

Nora Mork is a tech journalist at UK Writings and Boom Essays. She regularly speaks at public events and contributes posts to online magazines and blogs, such as Essay Roo.