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Help the Customer Win

TelePacific Talks | June 2010

Help the Customer Win Help the Customer Win | TelePacific Vendor News

Business is often thought of as a zero-sum game: if I give my customer a deal (and they “win”), then I make less money (and I “lose”). But what if we look at it a different way? What if by giving a customer more value for their money, you end up getting more in return?

In this economy, many customers are hesitant to spend money. Some people want to conserve their cash and credit, while others are looking to the future and what they can do to improve their business. One of those business improvements may be to purchase new equipment.

And that’s great for you and the customer! Whether it’s a PBX, security hardware or a service, having customers ready to spend money is a welcome change. Personal service and value will still be important. So how can you help them make the most of their budget? What can you bring them that no one else can? How can you help them win?

To start with, bring them your expertise. Whether you have a few years in the business or many years of experience, work your hardest to bring value to your customer. Be sure to do the legwork up front, asking about their needs, the size of the office, how the equipment will be used, whether this is a new system or an upgrade and whatever other questions will help you customize the best proposal for the customer.

And bring them your sparkling, hard-working, people-pleasing personality. It’s easier to work with people you like, so be someone your customers like. Be pleasant, friendly and responsive. You don’t need to be their best friend, but you also don’t want to be the person they roll their eyes about when they see your number on caller ID.

One of the ways to demonstrate your expertise and add value for customers is to bundle products and services. You save the customer the time and expense of doing research into compatible systems or services, and you raise your profile with the customer by making good recommendations—a win-win!

For example, bundle TelePacific's SmartVoice when selling a new PBX. SmartVoice uses the dynamic capabilities of SIP technology and bonding to accommodate fluctuating voice and data needs. Customers get a high-quality voice and data service that self-customizes to meet their needs at that instant, along with our outstanding customer support, and a brand-new PBX customized to their office. And your hard work and focus on value may make them a customer for life. Talk about a win-win!

We may not always be able to win everything, but that doesn’t mean we shouldn’t try. Do what you can to help your customer win—by adding value, being a nice person to work with, and helping them improve their business—and you will win too. It sounds cheesy, we know, but it’s proven to be true. Happy selling!

TelePacific’s SmartVoice is compatible with a variety of PBX systems including:

  • Allworx 6x and 24x, Version or higher
  • Asterisk 1.6 or newer
  • Asterisk SwitchVox Free Edition 1.0 9525 (with NSR approval)
  • Mitel 3300 MCD; Software Version (with NSR approval)
  • ShoreTel 8.0 with Ingate 4.6.2
  • Toshiba CIX Series; 40, 100, 200, 670, 1200, Software Version R5.10, MS20 or higher (with NSR approval)

More certified PBX systems are coming soon, including Cisco Call Manager Express. Check with your TelePacific contact for more details.

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