Maximize Your Profits by selling SSL - Page 2

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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

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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