HCM Software: The Killer Sales Tool Hiding in Plain Sight
Providers of workplace solutions – like PEOs and Payroll Service Bureaus – are increasingly leveraging software to deliver their services. But that software may only get a brief mention when these HROs pitch their company. They’re accustomed to selling themselves and their service.
But don’t underestimate the value of the right software in winning business. The right software is one that looks great, makes its utility obvious, and helps a prospect imagine their own business benefiting from its features.
Software that can do all that is more than a business aid. It’s a sales aid. In effect, that software is helping service providers drive more revenue before the client even signs up. And it just keeps growing from there.
Selling with Style
If you use PowerPoint to help prospects follow your sales pitch, you intuitively understand the power of visuals and animation to bring life to a presentation. Great software comes with its own visuals.
By leveraging screenshots in your presentation or using a working demo account, you can visualize your services with more than charts or stock photos or just bullet points. You can help prospects imagine what life would be like using the software your company provides. The freshness of the approach suggests the positive change a prospect is usually looking for when they agree to meet.
This technique frequently gets your prospective buyer – often the business owner – to pull in the folks you will actually be engaging with on a day-to-day basis. This shared experience builds the personal bonds that are critical to a successful sales meeting. It can also energize that meeting with an animated or interactive element.
WYSIWYG
Of course, addressing the specific request for the meeting is the first task. Visualizing your solution through the enabling software helps prospects understand exactly how you’re going to deliver on the promises you’re making. What You See Is What You Get – WYSIWYG – is perhaps the most powerful selling tool available.
This type of visualization also makes it easier for prospects to understand and believe promises about abstract concepts like efficiency, cost-effectiveness, and especially self-service. When you are selling services plus software, nothing is more effective than having both in the meeting during the pitch: yourself – the ultimate person behind the service – and the software their people will see every day.
And, when your service offering is delivered in the context of a full-featured HCM platform, you can open the door to a range of additional possibilities. Instead of just talking about them, they can sneak a peek at those features.
Of course, these are all additional revenue opportunities. But that’s for a later date. In the initial pitch, you’re moving the meeting beyond just filling the order. You’re helping your prospect sense even more possibilities for their own business. In this way, there is no distinction between your services and software. And that’s the point.
Your Name Here
Among the capabilities of a full featured HCM is white-labeling: allowing customers and clients to brand the interface with their own identity.
If you are demonstrating your capabilities and visualizing your services, you will undoubtedly have your branding on the interface. Now, imagine the power of closing your presentation with the prospect’s identity on that screen. Yes! You know a great sales tactic when you see one. And so will they!
Don’t underestimate the sales value of software with a great user experience. By offering clients great value-added self-service productivity enhancers though a sleek UI, you can increase uptake of your offerings and get to “Yes” faster.
Contemporary design and a unified employee experience with powerful self-service functionality can generate more successful sales engagements, easier onboarding, and happier long-term relationships. If your sales development could benefit from these features, check out PrismHR’s HCM. It is designed with HROs in mind and more sales as the ultimate goal. To learn more, visit us at prismhr.com/software/hcm.