This post was sponsored by Bicom Systems, a leading provider of VoIP phone systems and cloud services.
It seems like everyone these days has some connection to the telecommunications industry. And why wouldn’t they? It is a thriving industry that has no plans of slowing down.
But with many other competitors in the sea of unified communications, how can you stand out?
1. Stay Innovative
To be the best you need to sell the best. It is extremely important that you are offering current market trends. If you are a reseller, you need to ensure that your provider is staying up to date with their products and solutions. Resellers are the most important link between manufacturers and the end user. They have the inside scoop on what the customers want and they have the ability to pitch those ideas to their manufacturers.
Customization is key. Every customer has different needs and wants. As a reseller, you should solve your customer’s problems with the solutions you offer. By tailoring your products to the needs of your customers, you are showing them you value their business. Your customers will be satisfied that they received exactly the solutions they were looking for.
3. Focus on Customer Experience
As a customer, if you had the same two options to choose from, but one offered better customer service, what would you choose? Most likely, the one with better customer service. It is known that customers will pay more for an enhanced customer experience. As mentioned above, the reseller should solve their customer’s business problems and adjust their offerings according to the needs of each customer. It is important to be responsive to your current and future customers. Answer all their questions, keep them informed and treat them how you would want to be treated.
4. Add Value
Don’t just be a reseller; be a value-added reseller. Add other solutions to your offering or add UC to your already existing offering. There are opportunities to grow your business outside of selling UC. For example, you could offer services in sales and marketing to your customers. Offer solutions that focus on customer success. Write a blog with information about your products and the industry. The opportunities are endless.
5. Sell Solutions not just products
It is very important that you show your customers and potential customers the solutions that your products offer. Show them things they can do with unified communications that they didn’t think were possible. Do not focus on selling to the boss or decision-maker, but to the people who will benefit most from your product. Show your customers the investment they are purchasing rather than the product.
To summarize, by doing these five things, resellers will gain a competitive advantage and stand out to potential customers. It is very important to stay innovative and to focus on your customer’s needs and wants. Remember, you can differentiate yourself without needing to alter your price and sacrifice profit margins.
How do you differentiate yourself?
Laura Kyle is a marketing assistant for Bicom Systems (www.bicomsystems.com).