When it comes to 3CX, there’s a big community of distributors, resellers and experts out there. We’re the ones on the frontlines installing 3CX systems and maintaining them for our existing clients. Often, we look to the 3CX community for technical support and it’s great to be able to draw on this collective expertise.
But with more than 25,000 partners spread over 190 different countries worldwide, resellers need to find a way to differentiate. After all, why should a customer choose a 3CX Communications System from you, rather than from that other guy down the street? To answer this, we need to get back to basics. Look at your own business. What makes it unique? Maybe it’s your expert knowledge and ability to always come up with a solution? Maybe it’s your natural flair for networking? Every business has its USP and it’s important that you find yours!
This is not about outperforming other 3CX resellers. This is about making sure that you maximize your potential when it comes to selling and pitching 3CX to your customers. At JED IT- & Teleservice ApS, we believe that the more people know about 3CX and the more other companies, like ourselves, spread the word about 3CX, the better.
When it comes to maximizing our sales potential, we always refer to these 5 essential steps:
How do you communicate with clients?
When communicating 3CX to your customers, whether it’s a conversation on your website or your SoMe channels, you have to meet the customers on their “technical” level. Some potential customers will already know a lot about the workings of 3CX, while others might just see it as yet another communications system. Therefore, be mindful of the way you communicate on different platforms. For example, on your website’s landing page start easy. Create a quick overview for the user, with content that is easy to understand for a beginner.
From here, you can guide the user to other pages or areas on your website. Areas where the information you provide can be more in-depth and “nerdy”. Make sure you cover all your technical qualifications and knowledge when talking about your company’s 3CX solutions and services. Show them your certified engineer badges. Do you have any special cases? Brag about it. Let your customers know that 3CX is very flexible and it is more than just a reliable phone system. Maybe it will open up the reader's perspective and unearth new needs that could ultimately lead to a new customer.
Know your selling points and how to use them
A 3CX Communications System is without a doubt packed with a lot of great features. So it’s important that you emphasise the right features for each of your customers. It’s all about identifying the specific need of the customer. Of course, you can talk about 3CX being a flexible PBX phone system that includes a softphone, remote working capabilities, live chat, and video meetings. Or that ultimately the customer will save a lot of money. But all this information can drown quickly if the customer receives too much information all at once. It is preferable, therefore, to find the unique selling points for the individual customer. If the customer asks for the opportunity to work from home, then show them sales material focusing on that exact topic. It could also be specific landing pages on your website, references, and showcases, or video guides that cover the topics.
Cross-sell to increase revenue
Customers can have a variety of purchasing scenarios. Sometimes they will just need the license. Other times they will need a complete hosted solution or maybe even special solutions with integrations that are highly complex.
The size of the license itself can be hard to negotiate, as they simply might not need anything more. However, selling a smaller 3CX license can still be a valuable deal for you. In many cases, the customer will also need complementary products such as IP phones, intercoms, headsets, or other relevant hardware. This can lead to great cross-sales opportunities.
Let the customer know that you are a product expert. And be sure you are! There’s a lot of different hardware that works perfectly with 3CX. By including, for example, X amount of IP phones with the 3CX phone system that you’re delivering, you have the opportunity to increase your revenue quite easily. You not only meet your customer’s needs but also exceed them and will end up with happier customers in the process!
Focus on the right channels
Now let’s focus on how you can attract new customers to your 3CX business. I’m sure you have a long list of things you have already tried, as well as a bunch of methods you want to try, but never had the time to.
There are so many opportunities when it comes to promoting your business. I’m sure you have a mix of multiple marketing and sales activities. Maybe you have a sales team working hard on everything from warm to cold calls. It’s also very likely that you are focusing on the big digital marketing palette. Combining website, Google Ads, SEO, SoMe and other activities, with the goal of being visible online for your potential customers. Exhibitions, events, and word-of-mouth is also still a strong way to build new business relationships.
Make sure you know which way you are heading. Think of which methods have given you success and got your business to the point it is at today. Focus on the methods that work for you, and leave other activities behind. If you can, try to combine the things that work well with new innovative methods to remain relevant and interesting.
When adding new marketing methods, start introducing them slowly one by one. Keep it structured from the beginning. If it doesn’t work, put it back on the shelf and pick up a new method. It’s easy to end up in your own trap, spending time, money and workforce on things that haven’t worked and maybe never will.
Be unique and stand out
At JED IT- & Teleservice, we have developed our own 3rd party application for 3CX; a 3CX add-on JEDWare that monitors and analyzes 3CX data. Even though 3CX already cover this area nicely with their 3CX Call Reports and wallboards, some people just want and need something different. Developing our third-party integration, strengthened our business in multiple ways:
It helps existing customers fulfil special requirements and create customised reports for their 3CX Communications System.
It attracts new customers by increasing our product portfolio. We offer a 3CX product that contains even more features and opportunities, because of the new and unique view-options we offer.
We stand out! We have an exclusive offer that no one else can do.
You don’t necessarily have to develop your own application to stand out. You can also differentiate by specializing in a specific niche, industry or product. There are so many possibilities with 3CX that finding a small niche to focus on could be a game-changer for your business.
Sometimes we need to remember how it all began. Why did we start our 3CX journey and how did we get here? Find the things that work for your business and make your business stand out. Remember, the more awareness about 3CX the better for all 3CX Partners!
JED IT & Teleservice ApS is a 3CX Platinum Partner located in Denmark, who has been translating 3CX into Danish since 2010. For more information on 3CX related topics and 3CX add-on JEDWare, please visit: www.jed.dk or www.jed-ware.com
