If you want to sell cloud phones or VoIP, it’s important that you understand the differences between small businesses and very small businesses.
If You Want To Sell Cloud Phones, You Really Should Consider Focusing On Very Small Businesses.
When MSPs set out to sell cloud phones or VoIP to businesses categorized as small, meaning they employ between 20 and 99 people, they often encounter a complex and awkward decision-making process. MSPs that set out to sell cloud phones or VoIP to very small businesses, (VSBs) however, often find that process is much more straightforward and easier to plan for.
Very small businesses are businesses with fewer than 20 employees. Because they’re so small, VSBs frequently have only one decision-maker. Small businesses often have teams that make decisions, or which are at least involved in the decision-making process. Why does this matter? Well, at a VSB, there are fewer leaders that you must convince of the value of a particular technology you’re trying to sell. However, to be successful at selling cloud phones or VoIP to VSBs, you must first understand the unique technology challenges that VSBs face.
Keep It Simple.
Because of their small staffs, VSBs often struggle to keep up with the demands of customers while at the same time, learning, understanding, and using sophisticated technology. That’s why VSBs require solutions that are simple and user-friendly. And while ease-of-use is key, equally important is that these solutions allow VSBs to look bigger than they are.
Cloud phone systems can enable VSBs to do that. Features such as interactive voice response, or IVR, reflect the professionalism of a VSB while also making it easier for that business to provide exceptional customer service. Mobile integration and “find me, follow me” features can produce a similar effect. When a VSB is readily accessible, it appears to have a greater number of internal resources available to meet customer needs.
Internal IT Resources Are Rare.
It’s important to take a moment to consider just how small VSBs are. Some VSBs sometimes only have one employee. Just one! These businesses might operate with significantly limited resources, especially when it comes to IT. Small businesses often have at least one dedicated IT person, if not a whole team, but the same IT position at a VSB is rare.
This is one reason why VSBs frequently struggle to understand which technologies are necessary, let alone understand how to acquire such technologies at a good price. MSPs can help VSBs make the technology investments that suit them by providing the expertise and resources they need.
The Budget Restrictions Of VSBs Are Actually Assets To MSPs.
It probably won’t shock you to learn that VSBs typically have quite modest budgets. But VSBs still need to be able to provide many of the same services as much larger operations. To do this, they must leverage tools such as cloud phones and unified communications (UC). But these tools must fall within a price range that is even more restrictive than that of a small business.
A Successful Cloud Phone Sales Strategy Must Include VSBs.
MSPs possess the vendor relationships and industry knowledge that VSBs need. By focusing your efforts on VSB sales, you can tap into a relatively untouched market. Competitors might shy away from marketing to VSBs because of size alone. But with VSBs comprising 90% of all U.S. businesses, you can really benefit by making this segment a major part of your strategy.
D3UC is dedicated to helping you find success in the VSB market. If you’re ready to meet the needs of these particularly small businesses while growing your profits, contact us today.
