'How can I compete?' is a question we get asked regularly by new hosted voice partners. They understand the value of the market, they have experienced a rise in demand for the product and know the alternative solutions they are up against. We recommend the following;
1 Focus on your USPs
Why do your customers choose to buy from you?
By identifying why existing customers buy from you and how they first became a prospect, you can start to list types of organisations you already have an advantage with. Have you developed an expertise in any particular type of company or sector that you can leverage? This might be a piece of software, an accreditation or just knowledge of how their business runs and how they buy. Also you might be surprised at how willing some sectors are to recommend you to other companies in the same field.
We partner with companies who are known locally as experts in their field. Customers choose likeminded companies they trust with their IT, who are on hand to resolve issues quickly, should anything go wrong. Companies are also recommended by local trade associations or networking groups they are members of.
We help partners to identify their USPs and focus on uncovering opportunities within their sphere of influence, tailoring solutions to exactly meet requirements. We built our solutions to suit any pocket, with all the features you would expect included in the licence and a few more besides. Optional extras such as hardware, to amplify ring tones in loud environments, PCI & FCA compliant call recording and CRM integration software can be added as required.
2 Support the product
Use the research you have found on competing solutions and your own USPs to sculpt your proposition and promote this on your website. Make sure your staff are fully briefed about the product and have materials to hand when enquiries come in. Support your sales people so they have the knowledge and tools available to demonstrate products and can put together professional competitive proposals. Imagine your materials being reviewed at board level against competing offerings, do they stand out for all the right reasons?
3 Stay close to your customers
Your customers already have a relationship with you. Regularly communicate with your customers so that when they are ready to upgrade their telecommunications you are best-placed to help them make the transition. You need to be competitive on price but your customers already value you beyond supplying a basic commodity. Compelling propositions often include a better solution that meets all current and future requirements and saves them money.
4 Seek help from your suppliers
You will have chosen suppliers and products that best suit your business and your customers’ needs. Good suppliers will know how their products stack up against main competitors and will probably have feature comparison matrices. Their account managers will be able to point out the strengths and weaknesses of competitors’ proposals and help you accentuate the benefits of your proposition relative to the stated needs of your customer. They will also have collateral you can use, which will save you time and money.
To find out more about creating a competitive hosted voice offering, contact Jola.
