As a Google Workspace partner using the Sell Engagement Model, your success depends on your ability to effectively sell and promote Google Workspace solutions to your clients. While Google Workspace is a powerful platform that can significantly improve productivity, collaboration, and communication for businesses of all sizes, selling it can be a challenging task. In this article, we’ll explore five effective ways that you can use to boost your sales of Google Workspace as a partner.
1. Focus on the Benefits
Focusing on the benefits of Google Workspace is a powerful way to sell the platform to potential clients. Instead of getting bogged down in technical details and features, it’s important to focus on how exactly Google Workspace can help businesses achieve their goals and improve their operations. This whitepaper presents a wealth of statistics highlighting the various benefits of Google Workspace, which can be tailored to suit the individual needs of your customers.
But to give you a sense of the advantages that most users would find valuable, let’s review some general examples below:
With Google Workspace, your clients can streamline their business processes. For example, they can use Google Docs, Sheets, and Slides to collaborate on documents in real-time, reducing the need for back-and-forth emails and saving time. They can also use Google Calendar to schedule meetings and appointments more efficiently, reducing the risk of scheduling conflicts.
Google Workspace is designed to help teams work together more effectively. Your clients can use tools like Google Drive, Google Meet, and Google Chats to collaborate on projects, share files, and communicate with team members in one place. This can improve teamwork and communication, leading to better outcomes and higher-quality work.
Google Workspace can also help your clients save money. By using cloud-based solutions, they can reduce their need for on-premises servers and hardware. They can also save on software licensing fees, as Google Workspace is available on a subscription basis. Additionally, the platform can help reduce IT costs, as it requires minimal maintenance and support.
Google Workspace is designed to grow with your clients’ businesses. As their needs change, they can easily add or remove users and upgrade to higher-tier plans. This makes it a flexible solution that can adapt to changing business needs.
When selling Google Workspace to potential clients, it’s important to tailor your pitch to their specific needs and goals. For example, if your client is a small business owner, you might focus on the cost savings and scalability benefits of Google Workspace. If your client is a large enterprise, you might focus on the productivity and collaboration benefits.
2. Offer a Proof of Concept
Providing a proof of concept is an effective approach to showcasing the value of Google Workspace to your clients. A proof of concept involves conducting a small-scale trial of the platform, allowing your clients to experience its benefits. While Google Workspace offers a 14-day free trial for all new users, as a partner, it’s crucial to ensure that the proof of concept runs smoothly to maximize its impact. Here are some helpful tips for a seamless trial:
Define Clear Objectives: Before offering a proof of concept, it’s important to define clear objectives. Identify the specific business processes that your client wants to improve and outline how Google Workspace can help achieve these goals.
Choose the Right Pilot Group: Select a pilot group of users who can test the proof of concept and provide feedback. This group should be representative of the larger user base and should include users with varying levels of technical expertise.
Provide Training and Support: Offer training and support to ensure the pilot group is comfortable using Google Workspace. We’ll discuss training in more detail later, but note that this can include online training resources, user guides, and live support.
Monitor Usage and Feedback: Monitor usage and feedback throughout the proof of concept to identify any issues or challenges that arise. Use this feedback to make adjustments and improve the implementation process.
For example, if your client is a law firm looking to improve their document management process, you could offer a proof of concept that focuses on using Google Drive and Google Docs to collaborate on legal documents. You could select a pilot group of lawyers and support staff to test the proof of concept and provide feedback on how it improves their workflows.
3. Providing Effective Training and Support as a Google Workspace Partner
Delivering comprehensive training and consistent support is crucial to ensure successful Google Workspace sales. Satisfied customers will more likely become loyal, long-term clients. Here are some ways to provide efficient training and support for your clients:
Develop Customized Training Plans: Develop customized training plans for each client that address their specific needs and goals. Combine online training resources, webinars, or in-person training sessions to achieve the best results.
Encourage Adoption with Change Management: Encourage the adoption of Google Workspace solutions by using change management techniques. This can include identifying early adopters, creating user champions, and communicating the benefits of the platform to all users.
Conduct Regular Check-Ins: Conduct regular check-ins with your clients to ensure they are getting the most out of Google Workspace solutions. This can be done through surveys, calls, or in-person meetings.
Use Case Studies and Best Practices: By sharing success stories and examples of how other businesses have benefited from adopting the platform, you can demonstrate its value and build trust with your clients. However, it’s important to focus on the specific metrics that have been improved. For example, you can share how a company was able to reduce email response time by 50% or how a team was able to complete a project 20% faster thanks to Google Workspace.
4. Leverage Google Workspace Partner Resources
As a Google Workspace partner, you have access to a wealth of resources that can help you boost your sales. Here are some examples of the resources you can leverage:
- Training Materials: Google offers a wide range of training materials, including online courses, webinars, and certification programs. These resources can help you increase your knowledge of Google Workspace solutions and stay up-to-date on the latest updates and features. Additionally, other providers like LinkedIn also offer courses on Google Workspace that are worth exploring.
- Marketing Resources: Google provides a variety of marketing resources to help you promote your Google Workspace services like customizable marketing materials, co-branded campaigns, and more.
- Technical Support: As a Google Workspace partner, you have access to technical support from Google such as exclusive technical training courses, product roadmaps, sandbox toolkits, and hands-on labs.
5. Implement Continuous Improvement as a Google Workspace Partner
Constantly improving your skills, knowledge, and sales strategies is essential to succeed as a Google Workspace partner. As the market evolves and new solutions become available, it is important to stay up-to-date and adapt to changing trends.
Here are some tips for constantly improving as a Google Workspace partner:
Stay Current with Industry Trends
Staying current with industry trends is crucial for Google Workspace partners to remain competitive. Here are some ways to achieve it:
- Attend conferences, webinars and read industry publications: gain insights from experts, learn about new product updates, and network with other partners in the industry.
- Join communities and groups: participate in discussions and connect with other partners to share experiences and knowledge.
- Stay informed about Google Workspace updates: Google Workspace is constantly updating and evolving its product offerings, so it’s essential to stay informed about the latest features. Check the Google Workspace blog and official Google Workspace social media accounts for updates.
Stay Ahead of the Game: Utilize the Latest Tools to Enhance Your Clients’ Operations
With rapidly changing technologies, it’s crucial to stay updated with the latest tools to provide top-notch services to your clients.
By leveraging the power of AppSheet to create customized apps or zenphi to automate business processes on Google Workspace for your clients, you can gain a competitive edge and stay ahead of the game.
Experiment with New Sales Strategies
Experiment with new sales strategies to see what works best for your clients. For example, you could try hosting a webinar, or creating a case study to showcase the benefits of Google Workspace solutions.
Building Strong Client Relationships as a Google Workspace Partner
Building strong relationships with your clients is key to boosting your Google Workspace sales. Take the time to understand your client’s needs and goals. Be responsive and attentive to their needs and concerns. This will help you build trust and credibility with your clients, leading to more successful sales and long-term relationships.
Becoming a Successful Google Workspace Partner
In conclusion, selling Google Workspace solutions as a partner can be challenging, but with the right approach, you can be successful. Focus on the benefits, offer a proof of concept, provide training and support, leverage partner resources, and build strong relationships with your clients. By following these tips, you can boost your Google Workspace sales and grow your business.