How to Sell… Mobility

mobilityA few weeks ago we did a blog series on 3 Steps to Telecom Success, with a variety of ways to achieve sustainable growthincrease 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?

This series is on “How to Sell…” Last week we covered UCaaS and this week we are moving on to mobility.

At first glance, mobility seems like an easy thing to sell. Nearly every one in our industry has a cell phone and uses it both at home and at work. And for many of your customers and prospects, it may be as simple as saying “Hey, we have a mobile app now” and they will immediately jump on board.

But for others, the prevalence of cell phones in the workplace may in and of itself may be our greatest stumbling block. If your customer has been using their cell phone effectively for years, they may think they don’t need your mobile services or app. So how do we convince them otherwise? Similar to UCaaS, we show them the benefits.

Benefits

If you give your prospect a few real-life examples of how they could use your mobile app or service, they won’t be able to pass it up. This comes back to Unified Communications and the ways it makes work simpler, easier, and more efficient.

Here’s an example: With our own gloCOM desktop and mobile app, calls can be passed seamlessly from device to device without interruption. Imagine that you are on an important call at your desk, but if you don’t leave the office now, you’ll be late for your next appointment. What are your options? Ask the person on the other end to reschedule and risk losing their interest. Ask them to hang up and wait for you to call back from your cell phone and risk losing them to another task. Stay on the phone and lose your next appointment. Lose, lose, lose. Or you could grab your cell and bluetooth headset, seamlessly transfer the call from gloCOM desktop to gloCOM mobile, and walk out of the office with the caller none the wiser. Which would you choose?

That is just one example of many. Similar to our strategies to sell UCaaS, be sure to walk through both benefits and features with your prospects. Other examples could stem from:

  • Presence, conferencing, and other favorite UC features available out of the office
  • Continuity in the face of natural disaster, outages, traveling, etc.
  • BYOD with consistency
  • Information and contacts go anywhere with you

So how do we achieve those kinds of benefits? It is important to get your mobile app just right.

Mobile App Features

If you want to be able to give a handful of enticing real-life examples of benefits like the above, you are going to need a feature-rich app. Some features that are important include:

  • Multiple platform support
  • Integration with a variety of softwares
  • UC functionality
  • Phone callback
  • Notification system

In today’s world, a mobile app will practically sell itself if it offers a bounty of useful features. Really, many of your customers are probably just waiting for you to offer it. To learn more about our desktop and mobile UC app, visit bicomsystems.com/products/gloCOM-Desktop-Mobile-Communicator.

If you are interested in learning more about mobility 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 our next How to Sell post where we’ll talk about integration.

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desk phoneOur whitepaper and video presentation Do You Still Need a Desk Phone? takes you through the latest alternatives and complements to the desk phone, including mobile phones, softphones, smartphone docking stations, and Unified Communications.

Learn more and download your free copy today: www.bicomsystems.com/do-you-still-need-a-desk-phone

3 Steps to Telecom Success: Part 1 Sustainable Growth

telecom growth15 years of conversations with partners and clients have taught us a thing or two about succeeding in the world of telecommunications. Three things, really.

In our experience, no telecom will succeed without pursuing these three goals:

  1. Sustainable growth
  2. Increased profit
  3. Loyal customers

These may sound mundane enough, but how many of us actually know how to increase our profit? We can talk about earning customer loyalty all day, but can we actually attain it?

In our next few posts we’ll tackle these issues one by one and offer realistic suggestions on how to actively pursue these goals.

Jumping right in: Sustainable Growth. Key word being sustainable. Short-term growth can be great and exciting, but if it doesn’t extend into the long-term, what was the point of it?

The first step to sustainable growth is a simple one: you need a platform that will support growth. There are too many providers out there that will give you a functional, cheap – maybe even great – platform, but once you start to grow it fails you. Before even thinking about growth, find a platform that supports scalability with unlimited extensions and tenants, great customer support, and an upgrade plan already in place (see also: How To Grow Your Telecom with a Multi-Tenant PBX).

Once your growth-friendly platform is in place, it is time to create a plan to future-proof your business. You are about to start growing, let’s make sure you know what to do next. Ideally your provider should have a working roadmap in place and offer customized support for your company specifically.

A large part of this future-proofing is following the trends: both current and future. Failure to jump aboard the latest trends will not only decelerate growth, it can throw you off the tracks entirely. Now is the time to adopt popular technologies like UCaaS, integration, or mobility (see also: One More Card for Your Hand). The benefits of add-ons like these are twofold: one, to start growing now; and two, to sustain that growth into the future.

It goes without saying that adding more technology to your offering will enable you to widen your customer base, expand to new markets, and make more sales. But the real value is that these add-ons will enable your solution to compete with newer, more modern options into the future. Partnering with a provider that researches and stays ahead of the trends (so that you don’t have to!) is simply invaluable.

A final way to extend growth beyond the temporary is to take matters into your own hands. Stop the monotonous routine of selling someone else’s solution day after day and year after year; start building and investing in your own brand. Yes, by all means partner with a great provider, but choose one that invests in your success as a company. By shifting the focus from earning sales for someone else to your own paycheck, you will be much more aware of – and in control of – your growth.

If these methods of generating sustainable growth sound like something you want for your own company, please reach out to us today. Our experienced account managers would love to chat and learn all about your unique situation. Contact us here: www.bicomsystems.com/contact

Stay tuned for the next post in this series: How to increase profit.

 

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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5 VoIP Trends in 2017

2017 is officially here and it is going to be a great year for telecommunications. Let’s start off the year with 5 VoIP trends for 2017 from VoIP-News:

voip

1. Mobile VoIP – According to VoIP-News, there will be more than 1 billion mobile VoIP users by the end of 2017. How many of your customers will be joining that number? Bicom Systems released gloCOM GO, our Unified Communications mobile app last year – check it out today!

2. Security – VoIP security has become a growing concern in recent years, and Forbes names it as one of the top three concerns for businesses in 2017. To start protecting yourself and your customers, download our free PDF: VoIP Security: The Risks and How To Prevent Them

3. Integration – Sure to be a buzzword in 2017, “integration” refers to the ability to incorporate other business services into a VoIP solution. This is at the heart of Unified Communications and Bicom System’s suite of VoIP software. Visit our products page to learn more.

4. 5G – While less directly relevant to our products and services, the potential emergence of 5G in 2017 will only contribute to the growth of mobility in the workplace. Our gloCOM GO mobile app shifts seamlessly between WiFi and 4G and we greatly anticipate the speed of 5G.

5. Network Strain – Ending on a more concerning note, experts predict a network strain in the coming year. We believe this possibility is all the more reason to partner with an innovative, customer-focused company that is constantly researching and improving. Join us today and gain an experienced Account Manager that will navigate with you in whatever 2017 may bring!

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Telecommuting Benefit 5: Continuity

telecommuting continuityThis is the final post in our series on Effective Telecommuting with gloCOM. Today we’ll discuss our fifth and final benefit of telecommuting: continuity.

Having workers in different geographic locations with a VoIP tool like gloCOM ensures constant and consistent service both within the company and in customer relations.

Different workers in different locations can deal directly with customers or supplier in their area, eliminating issues with time zones or travel. It allows companies to do business locally across the country or the world.

gloCOM also allows employees to work remotely with no warning in the case of being snowed in, staying home sick, or other emergency situations. It opens the door to employees that need a few weeks or months away from the office for whatever reason.

The best part? Customers will be none the wiser. gloCOM replicates your office anywhere in the world so work is not interrupted.

To learn more or get started with gloCOM, visit our website or contact us today!

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telecommuting employeestelecommuting retentiontelecommuting collaborationtelecommuting savings