The start of a new year is a time of resolutions. And for RSA resellers, that makes it an excellent time to make a resolution to bundle more software with your production print hardware sales.
With that in mind, let’s examine some essential sales strategies that can help you sell more production print software — including WebCRD, ImpactVDP, QDirect, and ReadyPrint — while complementing your hardware sales and bringing in additional revenue for you and your organization.
Here are 10 strategies to build on.
- Understand Your Target Audience
To effectively bundle more software with the production print hardware you sell, a thorough understanding of your customer’s or prospect’s operations is essential. If you haven’t already, familiarize yourself with their specific needs, pain points, the types of jobs they produce, and their staffing. This knowledge will enable you to tailor your pitch and solutions to address their unique challenges.
- Build Strong Relationships
Building and maintaining strong relationships with your clients is essential, whether you sell hardware or software. Get to know your customers, their businesses, and their goals. Building a genuine connection often leads to repeat business and referrals.
- Learn as Much as You Can About the Software
While in-depth knowledge of RSA’s many software products will benefit you immensely when you’re selling them to your clients, a general knowledge can be just as valuable. Keep abreast of the latest updates and enhancements. Again, the key is identifying the applications and tasks within your customer’s organization that will benefit from the various software solutions. It’s also helpful to understand that RSA team members can provide you with more in-depth software knowledge and support as necessary to help you close the deal.
- Highlight the Value Proposition
Emphasize how production print software can improve efficiency, reduce costs, and enhance your customer’s overall printing operations. Use real-world examples and case studies to demonstrate the tangible benefits. Customer referrals and testimonials can also be helpful in building a value proposition.
- Stay Updated on Industry Trends
The technology landscape is constantly evolving, so staying informed on the latest trends and innovations in production print software is critical. Be prepared to discuss how your solutions align with various trends and how they can help clients stay competitive.
- Employ Effective Communication
Communication is an essential element of successful sales. Listen to your customers to understand their concerns and needs. Craft your messages and presentations to address these points, showing how production print software can enhance their operations and help them better serve their clients.
- Provide Excellent Customer Support
Outstanding customer support can set you apart from your competitors. Be responsive, reliable, and accessible to your clients, and make sure those customers have a connection to RSA’s support team when necessary. Promptly address any issues or questions they may have, to ensure their satisfaction and build long-lasting relationships.
- Leverage Technology
Embrace technology tools and platforms that can streamline your sales process and communication with customers. For example, Customer Relationship Management (CRM) software can help you better manage customer relationships, track leads, and stay organized. Consider artificial intelligence (AI) for crafting emails and other communications but be sure to edit and personalize any content the technology suggests. Additionally, use online resources and social media to reach a wider audience.
- Keep Learning
The world of sales is dynamic, and successful salespeople are always learning. Invest in your personal and professional development by attending workshops, seminars, and industry conferences. Knowledge and expertise are powerful sales tools.
- Adapt and Be Resilient
In a rapidly changing business environment, adaptability and resilience are crucial traits for salespeople. Be prepared to pivot when necessary and overcome rejection with a positive attitude. Every setback can be an opportunity for growth and improvement.
By understanding your audience, building relationships, highlighting value, offering customized solutions, and staying updated on industry trends, you can position yourself to sell more production print software, including the tools RSA offers, in 2024 and beyond.
Implementing these strategies will not only help you sell more production print software but will also empower your team to build thriving and rewarding sales careers going forward.
Boosting Sales Success in 2024: 10 Strategies for Selling More Production Print Software
The start of a new year is a time for resolutions. For RSA resellers, that makes it an excellent time to make a resolution to bundle more software with your production print hardware sales. These 10 strategies can help you boost your sales of production print software and empower your team to have a more successful 2024.