How to Sell… MobilityLike
A few weeks ago we did a blog series on 3 Steps to Telecom Success, with a variety of ways to achieve sustainable growth, increase your profit, and increase customer loyalty. One of the overriding themes was adding more cards to your deck – bundling more services into your existing offering.
Perhaps you have made the decision to add Unified Communications, mobility, or something else to your solution, but what’s next? How do we sell this new service?
This series is on “How to Sell…” Last week we covered UCaaS and this week we are moving on to mobility.
At first glance, mobility seems like an easy thing to sell. Nearly every one in our industry has a cell phone and uses it both at home and at work. And for many of your customers and prospects, it may be as simple as saying “Hey, we have a mobile app now” and they will immediately jump on board.
But for others, the prevalence of cell phones in the workplace may in and of itself may be our greatest stumbling block. If your customer has been using their cell phone effectively for years, they may think they don’t need your mobile services or app. So how do we convince them otherwise? Similar to UCaaS, we show them the benefits.
If you give your prospect a few real-life examples of how they could use your mobile app or service, they won’t be able to pass it up. This comes back to Unified Communications and the ways it makes work simpler, easier, and more efficient.
Here’s an example: With our own gloCOM desktop and mobile app, calls can be passed seamlessly from device to device without interruption. Imagine that you are on an important call at your desk, but if you don’t leave the office now, you’ll be late for your next appointment. What are your options? Ask the person on the other end to reschedule and risk losing their interest. Ask them to hang up and wait for you to call back from your cell phone and risk losing them to another task. Stay on the phone and lose your next appointment. Lose, lose, lose. Or you could grab your cell and bluetooth headset, seamlessly transfer the call from gloCOM desktop to gloCOM mobile, and walk out of the office with the caller none the wiser. Which would you choose?
That is just one example of many. Similar to our strategies to sell UCaaS, be sure to walk through both benefits and features with your prospects. Other examples could stem from:
Presence, conferencing, and other favorite UC features available out of the office
Continuity in the face of natural disaster, outages, traveling, etc.
BYOD with consistency
Information and contacts go anywhere with you
So how do we achieve those kinds of benefits? It is important to get your mobile app just right.
Mobile App Features
If you want to be able to give a handful of enticing real-life examples of benefits like the above, you are going to need a feature-rich app. Some features that are important include:
Multiple platform support
Integration with a variety of softwares
In today’s world, a mobile app will practically sell itself if it offers a bounty of useful features. Really, many of your customers are probably just waiting for you to offer it. To learn more about our desktop and mobile UC app, visit bicomsystems.com/products/gloCOM-Desktop-Mobile-Communicator.
If you are interested in learning more about mobility and/or selling, we have a few more blog posts that may be of interest to you.
As always, feel free to reach out to us if you want to chat with an experienced account manager.
Stay tuned for our next How to Sell post where we’ll talk about integration.
More posts like this one:
Our whitepaper and video presentation Do You Still Need a Desk Phone? takes you through the latest alternatives and complements to the desk phone, including mobile phones, softphones, smartphone docking stations, and Unified Communications.
Learn more and download your free copy today: www.bicomsystems.com/do-you-still-need-a-desk-phone