What you need to know if you wish to resell unified communications solutions to your customers

Many businesses will know the importance of connectivity. This importance holds true in situations such as a salesperson getting to know a prospect by phone or a cloud-based chatbot assisting a customer, as Channel Pro explains.

The common theme here is that of helping customers, whose own expectations of the company’s connectivity could, thus, be especially high. It is peculiar, then, that 48% of businesses fail to understand how unified communications (UC) could benefit them, reports UC Today.

This presents you with a challenge if you are interested in reselling UC solutions to other businesses. Here are some example methods of how you could enlighten these businesses about UC…

Learn the customer’s pain points

If you don’t know exactly how your customers are struggling, you can’t educate them on how UC could rectify their issues. Too often, UC vendors fail to learn their target audience’s pain points before proceeding to fill them in on the features of UC – a little more on those “features” later…

You can’t run the risk of assuming that each customer is facing the same difficulties. When they tell you about their anguish, listen carefully and follow up with specific, open-ended questions.

Show the benefits before you show the features

It might be tempting for you to simply reel off a list of a UC system’s features – but too much of what you say could just come across as bewildering technical jargon, at least initially. For that reason, you should focus first on exactly how the system will help, instead of the features making that possible.

While video calling and instant messaging – to cite a couple of examples – are features, they don’t constitute benefits. Carefully research the specific UC system that you will be selling, so that you can touch upon the beneficial consequences which its features will unlock.

For example, you could draw attention to how Gamma’s Horizon Collaborate system can reduce cost and complexity, due to features like Presence, Video Call and Collaboration. Whether employees want to work flexibly, from home or while travelling, Collaborate can make it possible.

Advertise the value rather than the price

While every business naturally seeks a good-value deal, it doesn’t necessarily follow that a UC solution’s price alone reflects its value. This sheds further light on why you need to emphasise the solution’s overall quality and how a raft of included features can help to realise productivity gains.

Don’t be overly influenced by the company’s size

Such is the scalability of unified communications (UC) that, no matter how small a business, it can still use UC in the manner of a larger enterprise.

This point should be driven home in your attempts to sell the product. With a UC solution in their arsenal of corporate-friendly weapons, a company can benefit from a range of capabilities and tools to which large enterprises might have long been accustomed.

Given how unjustly overlooked many benefits of UC can be, you could benefit immensely from highlighting those plus points effectively to your customers.

Written By: Tech on the Go Staff

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