Maximize Your Profits by selling SSL

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3 Stages to Maximise Profits

1. Educate and inform

• There is much confusion in the market place
  • The most expensive SSL certificates are 40 times the cost of the cheapest SSL
  • Customers need to be made aware of the most important factors to consider

2. Understand your customers requirements

• Sell products that match your customers requirements
• Recommend with justification which product to use
• Always offer the alternative solution to ensure maximum sales conversion for all customer types

3. Sell

• Go for the WIN WIN scenario
• Meet your customers needs and in turn maximize your profit

Stage 1: Educate and Inform

• Offer security expertise by providing
• Basic information on SSL, market background
• Key considerations in choosing a SSL vendor and certificate type
• Reasons and justifications on why to buy your SSL products
• Generate the need for SSL
  • Inform customers about why security is essential and of the many applications that can use SSL, beyond ecommerce
• Provide online resources such as those on RapidSSL.com:
  • FAQs for general, technical advice
  • White papers, product pages, application notes and examples
  • Comparison tables, wizards
  • Use the extensive marketing collateral provided for Resellers by
    RapidSSL.com www.RapidSSL.com

Stage 2: Understand your Customer's Requirements

• Offer professional level certificates where
  • Transaction volumes and values are high
  • Internationally accepted SSL brands are required
  • Security is required from a highly credible, long-time established WebTrust compliant Certification Authority who own their own roots that are already present in all popular browsers
  • Customer requires a single root certificate (ie no chained install)
  • 99 percent browser and web server compatibility is required
  • Multi year SSL certificate validity is required
  • Active site seal with customer’s business name and/or date/time stamp embedded into seal is required
  • Any application requiring to maximize end user confidence using enterprise class certificates delivered from the second largest CA in the world

Stage 3: Sell Sell Sell

• Make your product recommendation
  • Based on sound logic and common sense
  • If the customer is correctly informed he/she will understand and trust the recommendation
• Offer the alternative
  • The customer is always right!
  • E.g. if their requirement matches a Professional Level certificate, offer the RapidSSL as well in case they do not have the budget
  • Offering the alternative can strengthen the argument, further develops trust and builds the opportunity for repeat business
• Go for the WIN WIN scenario
  • Meet your customers needs through delivering the right product and in turn maximize your profits

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