We are always amazed at Resellers who survive on the slimmest margins by just shifting tin,when much bigger profits are easy to achieve. We hear about some deals done on just 4% to 5% margins, or less. You can barely make ends meet on those sorts of profit, especially when you have to claim all sorts of vendor rebates or incentive bonuses just to get your hands on the money. There has to be a better way!

There is, if you approach the opportunity properly. We work with companies that resell UC technology from some of the leading UC vendors  but regularly make margins of 30-40%. Here are some of their secrets (sorry, guys!)

1.       Stop selling just “dial-tone replacement”.

2.       Find the customer’s broken or inefficient business process (easier than it sounds)

3.       Build a solution, not a kit list.

4.       Include:

·         Network health check

·         Application development

·         System design

·         Project Management (even on a $50k deal)

·         Add some user training

5.       Write a simple project plan

Then do some real selling. Focus on the customer challenge and sell the solution, not the kit. Try it, it works a treat. If you don’t know how, sign up for our free sales training at the top of this blog.

Mike Willshare

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