"Have no fear of perfection, you'll never reach it."
That may have been true for the Spanish surrealist painter Salvador Dali, but when it comes to satisfying your customers, you want to recommend systems that provide a custom fit.
Putting together the perfect POS solution for every customer requires a lot of insight and (maybe) some mind reading. That's why you should put yourself in your client's shoes, and really understand his business goals.
Here are the four main areas to focus on when assembling the best POS solution for each customer.
Performance: Faster, Higher, Stronger
What do you want the POS system to do? That's the first question when talking with your customer.
Knowing the type and size of the business will give you a starting point in selecting POS components. But you'll want to do some more detective work.
Consider areas like employee time and attendance, training, payroll, inventory, reporting, database availability, CRM, payment needs, and loyalty programs. And don't forget to ask about future business moves, over both the short and long term. Is the company expanding, adding new product lines, working on compliance issues?
Once you've helped your customer determine his business objectives and rank them from top to bottom, you can more easily recommend a POS solution that focuses on those priorities.
For example, a company working to control costs should invest in a POS system with strong forecasting tools, real-time alerts and reports, integration with accounting, and labor and inventory management systems.
Ease of Use: Make It Easy for Everyone
If a POS system isn't easy to use, your customer won't use it as profitably as he should.
Not every employee looks forward to learning a new system, especially when it comes to more technical tasks. So you'll need to accommodate a range of abilities when recommending a POS solution.
And that goes for supervisors, too. The front end of the point-of-sale should allow for custom modifications. The choice of buttons, fonts, layout, and even color will give your customer ownership of the system. And the back end should be manager-friendly, allowing swift changes to report formats and prices, and updating on the fly.
Security: Your Data is Safe With Us
Experts estimate a data breach can cost a company $188 per affected customer record. For large businesses, the costs could extend to millions of dollars. Small and medium companies might not have the capital to stay in business after a breach.
That's why you'll want to ensure customers are using a POS solution that handles credit card data correctly and complies with industry best practices. And with the EMV Initiative forcing a liability shift beginning October 1, 2015, you can help businesses move toward the acceptance of more secure chip cards.
POS systems also serve as powerful loss prevention tools, discouraging theft and other dishonest practices like time clock abuse, under-ringing sales, and abusing coupons. Many companies are installing fingerprint sensors on every POS station, preventing employees from swapping ID cards and compromising the security of the entire system.
Support: Houston, We Have a Problem
While no vendor can offer 100 percent up time, you'll want to steer your customers toward POS solutions that will perform as promised, transaction after transaction, day after day. A point-of-sale provider should have a fully staffed quality assurance program, beta testing for new releases, and built-in redundancies assuring the system stays up when the server goes down.
And you'll also want to make sure your service and support is up to par after the sale goes through.
Building the perfect POS solution will require plenty of back-and-forth with your customer. What are the most important questions you ask when building a POS solution?