Have you tapped into the possibility of selling cloud phones to the very small business (VSB)?
If not, the time is now. VSBs, defined as having fewer than 20 employees, are going to be a significant part of the surge in VoIP adoption over the next five years. But because most of the statistics available deal with small (20-99 employees), medium, and large companies, VSBs are often ignored in sales strategies when it comes to cloud phone systems. As such, MSPs have a great opportunity to sell cloud phones to a mostly untouched market. Here’s what you need to know about the benefits of selling cloud phones to the VSB, and how to effectively do it.
Why Providing Cloud Phones to VSBs Makes Sense
One of the reasons MSPs typically lean toward targeting “larger” small businesses in the cloud phone sales process is simple: a greater headcount. Logically, it would make sense that the more employees there are, the more cloud phones you’ll be able to sell. It’s critical to remember, however, that you’re selling to companies — not employees.
When selling to businesses with more than 20 employees, MSPs run into the challenge that technology decisions are usually made by a team. At a VSB, on the other hand, the business owner typically leads the decision-making process. It goes without saying that in the process of selling cloud phones, convincing one person is far less complicated than convincing a panel.
The sole decision-maker at a VSB may also lack an understanding of cloud phone systems and any other technologies needed for the business to keep up with its competition. VSBs need a partner that will take on the burden of managing complicated technology — a role you can fill as an MSP.
Cloud Phones and VSBs: The Selling Points
The benefits of cloud phones for VSBs might be clear to you, but in order to truly tap into this market, it’s crucial to articulate the value of cloud phone systems in a way that’s easy for VSB decision-makers to understand.
VSBs need a phone system that helps simplify communications while simultaneously making them appear to be larger than they really are. Cloud phone features like interactive voice response (IVR) make it easier for a VSB to provide superior service to its customers than a legacy system would.
Overcoming the perception that a VSB is less capable than its competitors due to size is a universal challenge among these particularly small businesses. Cloud phone systems have features like mobile device integration, which allows your VSB customers to make themselves more readily available to their clients — ultimately helping the cause of seeming like a larger company.
Ready to Sell Cloud Phones to VSBs?
VSBs comprise 90% of ALL businesses in the US and represent a significant opportunity for MSPs looking to sell more cloud phones. D3UC is dedicated to helping you tap into this market, giving these very small businesses the solutions they need while growing your profits. If you’re ready to start selling cloud phones to the VSB, contact us today.