HCM sales reps are entering the traditional “selling season” to get companies signed up for January 2019 start dates. The need to differentiate yourself from the competition has never been greater. Some sales reps resort to competing on price as their competitive advantage, but there are better ways to set your solution apart from the crowd.
Buyers don't want a generic, one-size-fits-all solution. They expect you to understand the unique needs and vocabulary of their industry, and they're looking for you to demonstrate how your product fits their specific needs. That's a big challenge, but that's where IDI excels.
Here are proven ways to leverage IDI to differentiate your HCM system. We’ve seen sales reps follow the steps below to gain more sales by telling a different and more compelling story than their competitors.
Step 1: Get to Know the Industry
IDI's new Resource Center is loaded with three decades of industry knowledge to help you speak the language of your prospects. We've identified dozens of key topics and phrases that clients expect you to know, so you can demonstrate your industry knowledge. It's a game-changer for sales reps who need to hit the ground running and stand out from other payroll solutions.
Step 2: Share Industry Videos
Sales reps tell us that the quickest way through the door of a new prospect is sharing an IDI video. We've created a series of videos that target specific industries. Each video addresses the toughest challenges and pain points your customers are facing. We have deep experience in these sectors, and we understand the frustrations and risks your prospects are dealing with.
Include simple questions in the email to uncover compliance risk and pain points:
Questions: Do you pay incentives to your employees based on their production? If so, how are you staying in compliance with FLSA?
Questions: How do you manage your employees’ earnings across grant and non-grant time? Are you concerned about the accuracy of your reports to funding sources?
Professional Services (project based companies):
Question: Do you have overtime-eligible employees who get paid commissions or bonuses?
Question: Do you work on projects that require you to pay prevailing wages or fringe rates and submit certified payroll reports?
Step 3: Qualify the Opportunity with IDI
When a prospect is managing any of the above situations manually or in spreadsheets, it's an opportunity to differentiate your HCM solution in a powerful way. Contact IDI so we can help you confirm the account’s needs. We can also provide additional materials to demonstrate credibility and join conference calls as the experts on the industry challenges your prospect is experiencing.
Step 4: Present Pricing
We'll work with you to define project costs and provide ordering instructions to share with the account. Our fees usually include a one-time cost, based on the client’s needs, along with an ongoing fee to cover technical support, hosting and upgrades for the life of the relationship.
Step 5: Close the Sale
Once your client signs up, we'll work with your implementation team and the client to get them set up and running fast.
You can realize the same success many other sales reps have achieved by following this proven recipe. Best of luck through year-end – looking forward to working with you to realize your sales goals!
Ready to partner with IDI? Contact us today!