A nice piece on Washington Post offers advice from a guy who bet on e-books, and knew he had to win over book lovers.
- Focus on the advantages your product or service offers. You can use direct examples comparing your product to the old technology.
- Educate your customers so they understand how to use the product. Fear makes people wary of anything new.
- Keep your discussion points simple – they don’t need the technical jargon, they just want to know why they need it.
- Offer free trials to get your clients hooked.
Three of these four points are communication issues, and could easily be addressed with video.