We’re about halfway through the fourth quarter, which means the pressure is on to close as many year-end deals as possible.
Check out these tips to get you through the rest of 2019 and start 2020 on the right foot:
Trust In The Cloud
Let’s face it: the fourth quarter isn’t much fun when you’re selling a product that nobody wants.
When you offer a product that’s in high-demand, though—like the cloud— you can basically let the service sell itself. It helps to remember that more and more businesses are making the switch and also want to start the next decade off with a head start! According to a recent study, the cloud now accounts for one-quarter of overall IT spending.
Since you and your customers are on the same team, it’s just a matter of identifying companies that are in a position to migrate to the cloud or switch vendors, and having the right portfolio to deliver.
Go Heavy On UC
Businesses of all sizes and vertical markets can benefit from unified communications (UC)—from small companies with 10 users to large, multi-site enterprises. It’s a flexible technology that should absolutely be in your portfolio.
To start a conversation, you may want to ask customers whether their communications system is up to par heading into the busy holiday rush—and whether they think they could do better. Tell customers that UC can boost backend productivity, and it can improve the customer experience. There’s no reason why companies today should be using disparate communications services when everything can run over a single platform.
Focus On Cost Efficiency
Many organizations are currently struggling to manage costs and overall IT spending. So, look for an opportunity to discuss finances when approaching them about cloud services. Help form a cost reduction plan, and look for legacy services that can be moved off-site.
Make sure to tell your customers about how VoIP can maximize cost efficiency, through services like pooling and bursting. VoIP is also highly scalable.
Under Promise, Over Deliver
Remember: You’re not the only one approaching customers this time of year. Customers are getting contacted left and right, including associates who are promising the world in hopes of getting them to sign up for their services.
Whatever you do, don’t make empty promises that you won’t be able to fulfill down the line. The better approach is to make an honest offer, and to have a vendor that will step in and impress the customer along every step of the process. In the midst of many too-good-to-be-true promises, keeping it real with your customers can be just what they needed to hear.
The fourth quarter isn’t just about closing deals. It’s also about setting yourself up for success throughout the following year.
Now is a great time to reflect on own your own portfolio of solutions, to see if you can improve it. Perhaps it’s time to consolidate your offerings down to a single vendor—one offering a Full Spectrum portfolio of end-to-end solutions.