Many businesses are moving to unified communications as a service, or UCaaS, to get further in their business. There’s a good reason why, too. UCaaS is flexible, doesn’t need any on-premise hardware, can save time, and inccrease productivity. If you’re a telecom agent, your portfolio can grow thanks to UCaaS.
However, you need to learn how to sell it. Here’s how.
One study by Synergy Research group found that the market for UCaaS goes up by 29 percent every year. It’s flexible, has no upfront fees, is scaleable, and is the objectively better option for any business of any size.
So how do you sell it? Here are some ways.
These types of businesses can get quite a few benefits out of UCaas, and you need to emphasize the less advanced features. Instead, think about the reduced costs and removing any on-premise servers from their area.
With that said, a partner should still list the features and some of the slicker, more advanced abilities it can do, but you need to be mindful of any budgets and see if your services can help satiate the needs of everyone. You can increase an agent’s value and wallet share with a customer, too.
Growing pains can be annoying, especially in regards to businesses. You tend to find that medium-sized businesses are too big for a smaller package, and vice versa. They need someone who can help them make the transition. Here are some tips.
Downtime can cost almost $9,000 every minute, and UCaaS helps to fix any downtime problems as son as possible. Emphasize your staff, security, and quality of service. Make a quality of service agreement if you don’t.
In the next 10 years, it’s estimated that 1/3rd of employees will work remotely. UCaaS is the remote worker’s solutions, so show how UCaaS helps with accountability and connection.
Telemarketing and cold calling are outdated and sometimes illegal. Use qualified leads, social media interaction, and other ways to connect with prospects and thought leaders. This way, everyone benefits.
UCaaS can help address general needs, but you need to know the customer personally. Get in their business, know their problems, and pick the UCaaS service that would work the best. By not treating your customer like a person with problems, you won’t go far. Instead, get to know them and their pain points.
Your partners and yourself should always be learning about new technologies, including UCaaS, down the road. This can help you find solutions much faster.
The IoT is rising, Use that to help drive home your UCaaS sales. Here are a few benefits of it.
UCaaS has so many benefit that it’s a soft sell, but many companies may have challenges, especially when it comes to the technology, and you need to address them. These challenges include:
UCaaS has quite a bit of data, but your analytics systems need to collect, store, and access said data. When you deploy UCaaS, you need the ability to handle that data, so make sure your prospects have that.
Many people are worried about the connections, even though cloud connections have improved on all fronts. You may need to implement certain accommodations, particularly if your business likes doing communications and analytics in-house.
We all know that big data improves thanks to UCaaS, but what about unified communications and analytics? This one is a bit less clear, but you can explain that by using big data tools, your customers can have many discoveries, such as why there’s lag issues or problems with the mic.
You may hear this question from a prospect, and it may make you freeze a bit. Your potential customers are interested, but they also want to save money. Your best solution is to show them that UCaaS is a great value and it’s much bigger than the cost.
Tell your prospect that budgets are going up, especially in the IT department. Over 46 percent of companies are increasing their budgets, and many of them will use that budget for UCaaS integration.
Also, explain the growth of cloud businesses. There are three classes of business architecture: on-premise, hybrid, then cloud. The majority, 38, use hybrid, and many want to go entirely cloud. Entirely cloud takes up 29 percent, with on-premise being 33.
Finally, explain that the cost is less of a priority these days. From 2017 to 2018, cost went down from 49 to 33.1 percent. Nowadays, the priority is agility!
If you can sell UCaaS, you should also teach your customer about its implementation. This can be tough, but by doing it, you can help start a long-lasting business relationship. Here are five tips to make that happen.
Get every stakeholder and person’s perspective. With more perspectives, you’re less likely to have problems during the early stages.
Your customer has questions, and you (should) have answers. By answering everything, you’ll be able to have a reputation as knowing what you’re talking about.
The rollout can be intimidating, so talk about all the technologies, including the obscure ones, such as fuel stability’s redundant connections. This makes the process smoother for everyone.
Some issues, such as number porting and design documentation’s development, can occur. Always have flexibility to take down any issues.
When you get feedback, be ready to make the change. With feedback, get everyone in the user base evolved so you can paint a bigger picture and help to build engagement.
Over half of businesses that implement UCaaS have more productivity and communication. Your job as a telecom agent should be to grow your business portfolio and improve your selling. We can help you sell. Just contact us for more information.