4 Benefits of Webinars

4-benefits-of-webinars Webinars are a great interaction tool for any business. It is an efficient and sure way of getting your message out to customers directly, especially in the tech industry. Below are four (4) benefits of presenting webinars. 

Around the clock availability

Webinars are available live and can be visited later on if you are unavailable. This around the clock availability is extremely useful if you have clients that are constantly busy or do business internationally on different time zones than you. Also, having the availability of the webinar after it has gone live helps increase your reach through search engine optimization (SEO) when being searched for at a later date. This helps you stay relevant rather than hosting live seminars and losing the attention once it’s over.  

Easy way of delivering your message to your target

More often than not, those that watch your webinar have an interest or stake in what you are presenting. This means that your audience for the webinar is most likely who you are targeting or should try to target with your marketing efforts. Having your target market come to you rather than putting in extensive, and expensive, market research will simplify your job greatly.

Cost savings

Although you have to spend to create a webinar, you also save considerably from other sources. These include travel costs that your company would have endured in order to educate your customers on changes to the system; the cost of time that’s spent by your presenter while they could be working away at other tasks; and lastly the costs you would’ve undertook to hire a venue and all that comes with hosting a live event. You always want your customer to be educated, however, budgeting properly is should also be a top priority.

Easy way of generating qualified leads

If you ask any sales representative, they will say that generating leads is easy; however, generating QUALIFIED leads is a more difficult process. Relating back to the second benefit, those that are watching your webinar are probably interested in what you are presenting. You are now able to use the registration from the webinar to collect lead information such as contact methods and locations. This is also considered a form of market research as you can see what your demographics and geographics are. Lastly, by educating those watching your webinar you have already qualified them as leads since they are now aware of your products and services and there will be no need to re-qualify.

The 4 benefits mentioned above explain how webinars are a powerful tool if you are looking to increase brand awareness, minimize costs, and boost revenues in the simplest possible way.

How To Sell VoIP: A $140B Industry

How To Sell VoIP

“The VoIP market is expected to grow over 9% in the next 3 years,” and any telco service provider wants to be a part of that growth. In order to be a part of the $140B industry, it is imperative to know the right tactics that will make your product or service sell. Despite all of this promising news, many still don’t know that they need VoIP or are hesitant to switch.

The guide below will make your dive into VoIP a lot easier and enhance your experience with something that might seem very intimidating. It includes 5 key steps on how to: build your VoIP service, market your VoIP service, overcome VoIP selling challenges.

Download your copy here to cement your part in a $140 billion industry

Register for the webinar

How To Sell VoIP

How to Sell… UCaaS

ucaasIn our previous blog series on 3 Steps to Telecom Success, we discussed a number of things that you can do to realize sustainable growth, increase your profit, and increase customer loyalty. One of the overriding themes was adding more cards to your deck – bundling more services into your existing offering.

Perhaps you have made the decision to add Unified Communications, mobility, or something else to your solution, but what’s next? How do we sell this new service?

Our next series is on “How to Sell…” We will cover UCaas, Mobility, and Integration to start. If you want to learn about how to sell other services, please give us your suggestions in the comments below.

In the meantime, we’ll start with how to sell Unified Communications as a Service.

What is the main reason your customers do not purchase UCaaS? According to the research, it’s probably a lack of information about how UC will benefit their company and how to make the transition.

An Osterman Research study found that 48% of businesses do not understand how UC will benefit their business. They may understand and even want Unified Communications, but are unable to make the leap to the direct benefit to their business. Research also shows that “39% of businesses are intimidated by the migration process.” They may need a little hand-holding to get started. (Source: www.eweek.com).

In the face of these facts, your best tool will be education. If you want to sell UCaaS, you have to teach your customers about UC, thus assuaging their uncertainties and fears.

Benefits

Start by showing what UCaaS can do for your customer – what value will it bring to their business. Be careful not to confuse benefits with features. Features like presence and click-to-call and instant messaging are important and you will want to show those too, but not quite yet. Benefits are big picture values like:

  • Saves time so you can focus on selling
  • Eases stress in the office
  • Supports productivity in workers
  • Enables you to provide better customer service

These are all about how UC will improve the day-to-day lives of your customers. Put yourself in their shoes and consider what issues they face, where are they wasting time everyday, what frustrations do they express. They will identify with these benefits and instantly want to know how to attain them.

Features

Which brings us to features. You have explained what they will get from Unified Communications, now show them how they will get it. Go back through your list of benefits and add at least one feature that supports each. Those are the features that you will show your customers. Some examples are:

  • Click-to-call
  • Drag-and-drop conferences
  • Presence
  • Call transfers
  • Screen-share
  • Voicemail to email
  • Fax to email
  • Multichannel communication
  • Video calling

The list goes on and on. You will know best what types of benefits and features your customers would value.

Transition

Finally, show a clear transition roadmap to your customers from the very start. You now know that they may have fears when it comes to migrating, so bolster their confidence right from the beginning. Take care of as much of the transition from your end as you can so that they have less to worry about. If you are confident, they will become confident as well.

With all three of these areas, demos will be your best friend. Rather than trying to explain the benefits and describe the features over the phone, get them on a free demo and illustrate it. Once they get started, they won’t want to stop.

As you go through the demo, use clear, specific examples to make your points – things that they will immediately identify with and latch on to. For example, you could say “Have you ever been on the phone with a colleague and needed the quick input of someone else? How did you handle it? Did you have to hang up and then come back to the call later? Shoot an email and wait for the response? What if it was as easy as grabbing that third person with your mouse and dragging them in to the call?” as you are doing just that in a demo. If they have ever faced that problem, they will be sold.

One more selling technique to consider: UC makes it so even the smallest businesses can act like enterprises. This is a huge selling point if they fully grasp it. Show your smaller customers that they will have the same capabilities and tools as large enterprises, leveling the playing field for the first time.

If you are interested in learning more about UC and/or selling, we have a few more blog posts that may be of interest to you.

As always, feel free to reach out to us if you want to chat with an experienced account manager.

Stay tuned for next week: How to Sell… Mobility

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One More Card for Your Hand

telecomIf the telecommunications industry is a game of cards and your offering is made up of the playing cards clutched in your hands, would you want one more card?

In games of strategy – and we all know business is the ultimate game of strategy – power is earned by having more cards (or chips, or pieces) to leverage yourself above the competition.

Telecom add-ons like Unified Communications as a Service (UCaaS), seamless integration, mobile apps, billing software, and more will give your business leverage to sell more often, sell at a higher value, and keep customers happier for longer.

The more services you have, the easier it will be to make the next sale. Imagine being able to say “yes” to all prospect queries. Or satisfy customer requests on the spot. You will quickly become the most popular business on the block.

Our partners sell not only products, but bundles and complete solutions that are worth more both up-front and on a month-to-month basis.

Want another card or two for your hand? Contact us today to discuss your business model and how we can help you strategize to beat the competition.

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What Do We Mean by UCaaS?

ucaasIt is easy to pick up buzzwords and start throwing them around without fully understanding the implications. Words like Integration, The Cloud, and Collaboration appear in marketing materials for most telecoms today, but often without full understanding or definitions.

Unified Communications as a Service (UCaaS) is another one. So what exactly do we mean by UCaaS?

I think CommsTrader defines it best:

UCaaS, or Unified Communications as a Service is a solution in which all of the collaboration and communication tools that an employee must use can be accessed through a third-party, provided by an integrated cloud platform.”

UCaaS is, at its heart, a singular platform that simplifies and enhances communication through a plethora of tools. It’s almost an oxymoron: nearly innumerable features and capabilities in one single product.

So what are some of those features? Basically anything that makes communicating easier and better. To name a few:

  • Voice
  • Instant messaging
  • Presence
  • Conferencing
  • Video calling
  • Collaboration
  • File sharing
  • Desktop sharing
  • Integration
  • Mobility

It is easy to see how these tools would bolster efficiency and productivity in the workplace. UCaaS will go over well with the accounting department as well since it gives you so much bang for your back. Perhaps best of all, Unified Communications as a Service is flexible and scalable, easily molded to fit the existing business structure.

Interested in learning more? Contact us today or watch for yourself all that gloCOM, our UC app, can do:

Learn more about gloCOM here.
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