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Why Your IP PBX Should Be Just One Part of Your Solution Offering
All business decision-makers want to implement best practices for their customers, but there are so many aspects to consider when targeting vertical markets and customer bases. I was recently part of a discussion with Brad Pitt and Kerry Garrison (News - Alert) of 888VoIP to explore some ways that resellers can take fresh approaches to targeting customers.
One of the points Pitt brought up during a webinar titled, “Building the Complete Solutions; an IP PBX Alone is not Enough” was the importance of talking to your customers in the language they understand. Pitt gave an example of those in the automotive market. He noted that if the reseller realizes that a dealer might actually make more money through services and parts as opposed to dealing, specifically, and can point out how the company’s services will be optimized in that capacity, the potential customer will be much more likely to respond positively to the sales pitch.
Pitt posed a few questions for resellers to ask themselves before approaching a new vertical: How will your offering actually help the targeted customer reduce expenses? Will you enable the business to reduce personnel? Will your solution ensure effective compliance with government and industry rules and regulations? Perhaps the solution will lower insurance costs. Whatever the end result, make sure you emphasize that in your targeting strategy.
Another take could be coming at the customer with some actual numbers. Find out how many calls the business handles a day, find out how many are lost, and figure out how your VoIP solution can increase sales for this particular business. Pitt noted that these tactics can be applied to many verticals including healthcare, auto, real estate, call center, and education.
Kerry Garrison commented that he assures resellers and integrators companies he works with that “my job is to make you more successful.” Of course, the actual phone system should be able to prove that this mantra is true. Garrison discussed important aspects of the requirements for network infrastructure, communications, and physical infrastructure.
One of the daunting tasks that resellers should make simpler for the customer is the actual choice of phone. As 888VoIP distributes several vendors’ phones including Yealink (News - Alert), Cisco, and Grandstream, resellers should streamline the customer’s choice. Check out more from the webinar to learn about how to scope out a complete IP PBX (News - Alert) solution.
Juliana Kenny graduated from the University of Connecticut with a double degree in English and French. After managing a small company for two years, she joined TMC (News - Alert) as a Web Editor for TMCnet. Juliana currently focuses on the call center and CRM industries, but she also writes about cloud telephony and network gear including softswitches.
Edited by Stefanie Mosca
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