Did you know that very small businesses, or VSBs, comprise 90% of all US businesses? Tap into the possibilities of selling them VoIP and unified communications (UC).
There Are Great Opportunities To Be Found Selling VoIP And UC To VSBs.
MSPs that focus on selling cloud phones or VoIP to businesses which are traditionally classified as small have likely encountered a complex decision-making process. Small businesses in this context are defined by having between 20 and 99 employees. Many MSPs find success working with small businesses, but many others don’t. Trying to meet the needs of a team of decision makers at a small business is rarely a straightforward endeavor.
Selling to VSBs, on the other hand, is often much less fraught and complex. A VSB is defined as having fewer than 20 employees and these businesses offer great opportunities on which MSPs can capitalize. Because they are so small, VSBs often have only one decision-maker; not an entire team as is common at slightly larger businesses. With fewer leaders to convince, MSPs often have a much simpler task when they try to convey the value of a particular technology. It’s crucial to understand, though, that VSBs frequently confront different technological challenges than their slightly larger counterparts.
Simplicity Is Key.
One of the biggest challenges common among VSBs is that, with so few employees, keeping up with the demands of customers can seem like a mountainous task. And doing this while simultaneously learning, understanding, and utilizing advanced technology can seem near impossible to many VSBs. Because of this, they need solutions that are not just simple and user-friendly, but which also can make them appear bigger than they really are.
Cloud phone systems give VSBs the ability to do this in several ways. For example, a feature such as interactive voice response, or IVR, can convey professionalism while also making it easier to provide superior customer service. Other features, such as “find me, follow me” and mobile integration can have similar effects. When a VSB is more readily accessible to its customers, it appears to have a greater number of internal resources available to meet customer needs.
Internal IT Resources Are Uncommon Among VSBs.
It’s important to keep in mind just how small a VSB can be. Some have as few as just one employee! These businesses operate with incredibly limited resources, especially when it comes to IT. While a typical small business might employ one or more people who are completely dedicated to fulfilling IT roles, an IT person at a VSB is exceptionally rare.
This means that many VSBs don’t even have a good understanding of which technologies they actually need, let alone how to acquire those technologies at the right price. MSPs can fill that void caused by the absence of an IT department at a VSB. MSPs can offer expertise and guidance to help VSBs make the right technology investments to meet their needs.
The Limited Budgets Of VSBs Actually Make Them Better Customers For MSPs.
The typical budget of a VSB is often quite restrictive. In order to appear to be a larger operation than they really are, VSBs must leverage tools such as UC and cloud phones. However, a VSBs budget for these technological tools is also quite restricted, so their price range is even more limited than that of a business with 20–99 employees.
MSPs can be an indispensable ally to VSBs because MSPs have industry knowledge and vendor relationships which can be crucial to the success of VSBs. By focusing on VSB sales, you can tap into a relatively underserved market. Because businesses are often hesitant to market to VSBs due to their size, there’s not a lot of competition in this market. And despite the miniature size of individual VSBs, when you combine all of them into one group, they actually comprise 90% of all US businesses! That’s why it’s enormously wise to include this segment as a major part of your sales strategy.
Are You Ready To Tap Into The Wonderful Opportunities Presented By VSBs?
D3UC is dedicated to helping you find success in the VSB market. If you’re ready to meet the needs of these particularly tiny businesses while growing your profits, you should contact us today.