Marketing WiseSM
Would you like to increase your support sales? Reduce the amount of free support you provide? And increase customer satisfaction while you're at it?
You can! It turns out that support sales follow a significantly different path than product sales, so the very techniques (and people) that are so effective at convincing customers to buy products don't' work so well for support.
In this one-day, fast-paced workshop we show you how to
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switch from a product-marketing mindset to a services-marketing mindset
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segment your customer base
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define support offerings with the right SLAs and the right add-on features
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determine what high-end options are right for your customers
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price offerings so you never have to discount
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streamline the support portfolio to maximize sales
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use the support contract as collateral (really!)
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manage support renewals
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train the sales force on selling support
This workshop is ideal for support managers and executives and services marketing managers who want to maximize support revenue and the support margin. The workshop format will allow plenty of time for sharing experiences and mini-makeovers: bring your current support portfolio and your ideas for improvement.
The Marketing WiseSM Workshop is now available for presentation at your site. Please ask for details.
Visit Marketing Wise, the FT Works blog about support marketing.