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Live Masterclass - September 24, 2020

grow your services org the right way

Building out the services organization is a huge stress for every company - but especially during the implementation and deployment phase. How do you make sure you're not only providing world class service to your clients but encouraging them to increase their business with you?

Most of us have a good idea - but we're not experts. Luckily for us, we're sitting down with actual expert Amanda Holcombe to help guide you through creating your services organization processes, scaling your options, and working with sales to get your customers onboard with the value your Services Org offers!

Key Takeaways -

  • When you first start charging for services, you need your sales team on your side. The best way to negotiate with sales is:

    • SELL THE VALUE INTERNALLY. Sellers need to understand services and offerings. Create clear guidelines and pricing.

    • SELL THE VALUE EXTERNALLY. Sell the value externally - jump on calls, answer questions your salespeople might have, and continually reiterate the value. Create collateral for a visual.

    • ALLOW MASSIVE DISCOUNTS - TO START. Continue to allow your salespeople to offer free or massively discounted services for the a couple of quarters. Always show the actual value of your services.

    • PHASE OUT DISCOUNTING. Begin a planned phasing out of the free services. Also, institute a more detailed approval process for larger discounts - when they’re not as easy to give away, your salespeople will finally begin selling them to their customers.

  • When creating your services, start general and get more specific as your revenue and customer base increase.

    • To start, create your base model of services. Start with efficiency and consistency to establish a solid foundational process to provide to all customers.

    • Next step is adding other options to your services. These are services that fit different types of customer needs.

    • Your last move is innovating a super specific services program, tailor made for your biggest customers. Add on strategic service offerings to increase value.