Should You Expand Your Value-Add Services?21 Nov, 2014
If you're an office solutions provider who wants to investigate adding more services to your customer portfolio, you really need to look at your technology partners first and what they currently offer before looking elsewhere. Let them help you; offer suggestions, perhaps partner in delivery.
There are simpler offerings if you want to start "small" at first, before making a larger investment in time and money. Of course, selling any solution to your existing customers that you already have strong relationships with is the first area to focus on to see what works; what doesn’t, before going further.
For example, if you find an ECM or DMS solution from a good document management organization such as DocuWare, which provides advanced capabilities for simplifying electronic filing of paper documents, and who strongly advertises their brand in the marketplace, it is easier for a dealer to embrace and sell a product such as this, as it has a reputation known to provide strong value to a wide variety of customers on all levels and in many vertical markets, globally. Once you create a solid relationship with a vendor of choice; get a feel for the process through training and a learning curve, success will follow. Once you’ve expanded your knowledge, you can credibly market/manage your new offering and realize that this has added value to the services and solutions you now provide, as well as growth and profit.
I know for the small to middle size enterprise (SME), office dealers and sales reps that add/sell a new solution can find it daunting at first, or even more challenging than it actually is. While some dealers may still be doing okay by focusing on hardware sales and supplies, those dealers with long-term vision are making the transformation and finding growth and opportunities which began with offering "value-added" services.
Once you open the door to providing more solutions, customers and prospects view you as an authority and able to provide the robust offerings they seek for DMS or document security solutions, managed IT services, or MPS, etc. For some, you are now on your way to becoming the Total Solutions Provider.