The pandemic was a huge opportunity to capitalize on selling Unified Communications solutions. There was, and still is, a massive demand for UC products and services. We are happy you joined the industry and even happier if you are a partner of Bicom Systems!
However, chances are, if you joined the industry so quickly, you might have overlooked developing a selling strategy. Or, maybe you need a refresher since the industry has drastically transformed in the last year.
Either way, we are here to help you! Keep reading to learn three steps to developing a UC Selling Strategy. ⤵️
Step 1: Do Not Define a Business Size 🙅🚫
On the outside, a mid-sized business with about 20-30 employees may look like they need a basic unified communications solution. But, you should never assume businesses’ needs based on their size! Did you read our previous blog post, “You Might be a Contact Center but You Don’t Know it Yet”? That could be your customer!
Like the old saying ‘never judge a book by its cover’ – never judge a business by its size. The beauty of UC is its scalability! If your customer starts using UCaaS at one height and increases in employees or customers (or decreases), the functions of UC can move with it. No matter the size of the business, customers can operate with the same capabilities as an enterprise.
Step 2: Evaluate the Needs of Your Customer 🤔💭
On top of scalability, unified communications allow you to ultimately customize the packages you offer to your customers. Customization is an excellent opportunity for your business to increase revenue, give your customers a deal, and give you a competitive advantage.
Even though your customer is a small-medium business, they may need functions similar to a large enterprise. There is no one-size-fits-all solution for UC, so it is not ideal to sell the same package to each customer.
Once you evaluate the needs of your customers, you can create specific packages. The customization options are endless! After you have done a few, you will become familiar with what features are needed for a business of their size to run smoothly. Furthermore, you can compare and contrast the experience of your present customers with future ones.
Step 3: Educate Your Customers 📚🧑🏫
UC functions like video conferencing, SMS, and group chat took the newsstands by storm this past year. So much, that it is hard to believe users still don’t know about all the functionalities unified communications offers.
However, there is a massive difference between knowing what UC is and knowing how UC will benefit your business. Start educating your customers on the unique features that will help their business! When explaining the chat function, go into detail about group chats, sending files, emojis, and how having written text is beneficial over a phone call. When you cover conference calls, showcase the drag and drop feature, the ability to remove people if necessary, or how it is easy to turn the call into a virtual meeting.
Once a customer is confident in a solution and all that it can do, they are more likely to purchase it. Don’t overcomplicate the solution. Teach your customers how UC will benefit their business by boosting productivity, efficiency, and communication.
If you are a Bicom Systems partner, join our exclusive Partners Forum! Send our Business Success team an e-mail with ‘Partners Forum’ in the subject line to get started.