Improve Your Ability to Sell UCaaS to Businesses of All Sizes
It’s important for partners to understand how to sell UCaaS to any business, regardless of size. These tips will help pave the way to more UCaaS sales:
Protect the customer. Downtime costs an average of $8,850 per minute. UCaaS is extremely reliable and quickly addresses any downtime issues. Boosting your UCaaS sales, therefore, can be as easy as calling attention to your protective measures. Focus on your security, your highly-trained staff of problem solvers, and your quality of service (QoS) agreement if you have one. (If you don’t, making one is a good plan.)
Support remote workers. More than one-third of employees will work remotely in the next 10 years. UCaaS is a great tool to keep remote workers working, so draw attention to that point. Point out how a customer’s remote-working employees can use UCaaS tools to stay connected to each other and the wider office and improve accountability.
Adjust your sales tactics. Sales tactics that were a requirement 20 years ago like cold calling and telemarketing are mostly illegal today. Instead, focus on social media interaction, qualified leads and the like to keep up. Those more modern channels present an opportunity to interact with (and possibly become) thought leaders in the UCaaS world.
Get to know your customer’s true needs. The only way to ensure a truly successful UCaaS sale is to get inside your customer’s business, understand the issues and obstacles at hand, and then recommend the right UCaaS solution for the job. Sales reps who are uneducated about UCaaS and just sell to sell won’t get as far as a knowledgeable partner devoted to truly understanding the customer’s pain points.
Educate your sales reps (and yourself). Leverage your partner ecosystem to continually learn about new technologies, including UCaaS. If you’re able to bring true expertise to your customers, you will be better able to solve their pain points.