So we installers have to offer systems that are simpler, deliver more value and are backed with superior service and support.  We have to design more basic systems for our clients and we need to spend the extra time necessary to get them working reliably.  This can be a bit challenging for us.  For one thing, we're techies and we like to install systems that have all the latest features.  We may assume--incorrectly--that our customers have the same level of tolerance for glitches and the ability to figure it out on their own.  Secondly, our business models have historically relied on maximizing equipment sales to make a profit.  And traditional sales training taught us to lead with bigger project scopes, then remove features if the cost is too high for the client's budget.  These old approaches are proving to be ineffective in today's environment and they can further add to the trust deficit.  So when a prospective client comes to us and says, "I just want basic and simple," we need to listen really carefully.  What they tell us may not be our idea of the best system but it's really important to hear their input and be thoughtful in our response to it.