Maximising your Advantage

Walk-in customers

When a customer walks into your store, they are often only looking for a single phone. If you listen carefully and discover that they are from a company with field staff, you can potentially turn that single phone sale into multiple. Better still, you could end up selling them multiple of the most expensive phone you have, and selling multiple phone and data plans along with it. That could represent making a sale 10 to 20 times larger than you would otherwise have achieved. What would it mean to your business profitability if you did that a few times a month?

Why do this:

The time you invest in a sale is valuable and you need to maximise your return on investment. Selling cheap and basic plans is no longer a viable business strategy. Winning a single mobile phone plan with a customer who has multiple plans elsewhere is no way forward. Such customers are highly likely to churn away at some time in the not too distant future.

If you try to churn the  customers normal phone plans, you need a significant incentive for them, and that is not likely unless your prepared to loose on your margins. And I am sure we all appreciate the futility of that approach.

The solution is to help the new customer evaluate and choose a business solution that delivers such outstanding business benefits that they need to change and increase their plans and buy new handsets. If they end up deciding not to go this way, you can always sell them the single phone anyway. But if you succeed, you reap significant rewards.

This business approach to sales really works. This is how the corporate sales teams in the Telco's churn even the largest companies. It works with big companies, it works with small companies. The key is to propose a mobile business solution. The customer is no longer looking at a COST, but at the business benefit. That is how we will sell these mobility solutions and help you achieve your goals at the same time. With you and Seratec in partnership, we can help you grow your revenue stream dramatically. 

How to do it:

Listen to the customers who come into your store. Your listening to identify businesses with mobile staff that don't have an automated mobile computing solution. Ask the visitor a little about their business. They may or may not be the manager. If they are the manager, put the scenario to them then and there. After discussing the possibilities, ask them if this phone they are looking at now is urgent or not. If it is, then sell it to them immediately.

If the person is not the business manager, ask them for their managers detail so that you can talk to them about a business idea you have for them. If the visitor is willing, sell them the phone on the spot (after all, no reason to delay and loose the quick sale). 

You don't have to understand the software:

If the customer says yes mobile automation sounds interesting, tell them that you will arrange for a specialist to call them for an appointment. Then call Seratec and arrange a joint meeting. You don't need to learn anything about the software, just introduce the idea and cash in on the outcome. Seratec do the rest for you.

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More help with scripting or prospecting;

Please contact Stephen Gray on 0422 110 729 or 1300 851 866 for more information.