Selling Cisco Services is beneficial both for your business and for your customers, creating extra revenue and customer loyalty for you and providing your customers with around-the-clock care and attention.
The idea of buying services, though, may be new to some of your customers accustomed to the older ways of doing business. They are likely to ask questions about the need for Cisco Services and how their businesses will benefit.
To help you in the selling process, here are five strategies for successfully selling services:
1. Explain the Difference Between Services and a Warranty
Warranties are great for protecting against material defects and issues with workmanship, but that’s where protection ends (and after a short period of time, usually a few months).
A Cisco Services agreement provides constant access to the latest software upgrades, discounts on upgraded hardware, and support from a team of knowledgeable experts. For your customers that are serious about business continuity, driving results and reducing business risk, , attaching services will ensure networks are always being taken care of, thus reducing the chances of an extended outage.
2. Highlight Security and Current Software
Cisco Services has updated its operating software more than 900 times since its creation, regularly installing new applications and features while tightening security loopholes. Without a Cisco Services contract, your clients do not have access to these updates, potentially leaving their systems vulnerable to malicious factors.
3. Stress Cisco’s Smart Folks
Do you know who knows Cisco products better than anyone? Cisco.
With Cisco Services, your customers will have access to these folks 24 hours a day.
This availability also frees your customers' technicians for other, more mission-critical work. The reality is technicians that work for your customers are not up to date on the latest Cisco advances—there are simply not enough hours to both do their jobs and keep up with every development. With Cisco Services, techs can specialize in other needs and let the Cisco professionals take care of the Cisco equipment.
4. Mention Services Early
If you’re used to selling products, the thought might be to bring up selling services toward the end of the sales cycle—like an add-on to what a company is already purchasing—but that’s the wrong approach.
Instead, consider packaging your products and services together from the beginning. When discussing whether to buy a piece of hardware or software, include the additional support services that come with it to make the entire package more enticing. Check out more tips around selling Cisco Services early in the sales process.
5. Show Them the Money
There are major financial benefits to having a services contract. The research firm Forrester said that companies on average lose about 1 percent of revenue each year due to network downtime. For a $50 million company, that’s $500,000 annually—a figure that’s nothing to sneeze at.
Investment in services also provides a tremendous return. Forrester again says that for each $1 a company invests in services, it gets $2.82 in value in return. By selling services, you not only help your clients stay up and running, but also provide them with value that makes a difference for the bottom line.