In both schemes, technological mastery is necessary, but it will be of no use if the company is not able to generate more projects or license sales with greater profitability.
Focus on selling the value of the technology. These two questions will help you to dimension the value: How much is the success of your implementation worth to the customer? Maybe automating a process will make the customer $50,000 in profit. What is the cost to the prospect if they don’t implement the software? If the customer doesn’t automate the process, they’ll probably make 20% profit instead of 30%.
3 Ideas to increase sales
- Offering additional software solutions or services to your current customers: A software project involves a great deal of uncertainty, given that there are multiple risk factors. Current customers are key pieces of the business strategy, since they have already trusted the company’s capabilities and work. Therefore, cross-selling other additional solutions or services allows you to increase the customer’s lifetime value.
To achieve this, it is important to make an adequate diagnosis from the beginning of the collaboration and throughout the first projects, to thoroughly understand not only the specific problem we are solving, but also the objectives, challenges and processes of the business. In this way, it will be possible to make constant pre-sales throughout the implementation and sell future solutions or services.
Increase renewals or upgrades of software licenses from your current customers
A common mistake that leaves money on the table for software companies is the lack of follow-up on renewals and/or upgrades, mainly because this depends on the efforts of the vendors.
Automating this process gives the company control and increases sales opportunities. Once the software renewal or upgrade date is identified for each client, personalized communications can be sent through automated emails, argentina whatsapp number data creating a sequence of emails with a certain period of anticipation.
Attracting potential clients for new projects:
In our experience, generating do you know what you need to meet your company’s strategic objectives? leads is the most difficult challenge for software companies, since their projects depend on referrals or updates to clients. In addition, in most cases the client does not know that they need the software, that is, they know the symptoms but not the root of the problem.
A strategy that has worked for us to quick signs cvgenerate new clients is to integrate an account-based marketing campaign under an inbound approach . Because it allows us to generate trust in the different people who make a decision and channel efforts towards those accounts or clients that are most relevant to your company, providing them with personalized communication that solves their business problems.