Did you know that cloud phones are often the perfect solution for a very small business, or VSB? It’s true. That’s why Selling cloud phones to VSBs is a great opportunity for MSPs.
What Are VSBs And Why Do They Need Cloud Phone Services?
A VSB is a business that employs fewer than 20 people. While they are, by definition, very small, these businesses are going to be a significant part of the surge in VoIP adoption in the immediate future. However, most available statistics concern small companies, i.e., those with 20–99 employees, and medium and large companies, businesses with over 100 employees.
Because of this, VSBs are often ignored in sales strategies for cloud phone systems. This leaves a significantly underserved market. Because of this, MSPs have an excellent opportunity to sell cloud phones to a sizeable market where there is significantly less competition compared to market for small-, medium-, and large-sized enterprises. Here’s what you need to know about the advantages of—and strategies for—selling cloud phones to VSBs.
What Are The Benefits To MSPs Of Selling Cloud Phones To VSBs?
Many MSPs have traditionally leaned toward targeting “larger” small businesses with regards to cloud phone sales for a simple reason: a greater headcount. At first blush, the logic is reasonably sound, because the more employees a business has, the more cloud phones they will need, and thus a higher number of sales. However, it’s crucial to remember that you’re selling to companies, not employees.
When selling to businesses with more than 20 employees, MSPs often run into the issue of technology decisions being made by a team. At a VSB, on the other hand, the business owner is the one who usually leads the decision-making process. This is important because, in the process of selling cloud phones, convincing one person is a far simpler task than convincing a whole team.
Another important thing to know is that the sole decision-maker at a typical VSB doesn’t necessarily have an in-depth understanding of cloud phone systems and any related technologies required for the business to keep up with its competition. To achieve success, many VSBs need a partner that can take on the responsibility of managing complex technology. If you can fulfill this role as an MSP, you can make yourself an invaluable ally to a VSB.
What Are The Selling Points For Cloud Phones To VSBs?
One of the most important skills for MSPs in this area is to be able to communicate the benefits of cloud phones to VSBs succinctly and thoroughly. While such benefits might be clear to you, they may not be to the business owner. If you can properly articulate the value of cloud phone systems in a way that’s easy for VSB decision-makers to understand, you’re likely to find a lot of success.
Many VSBs need a phone system that simplifies communications while also making them appear to be larger businesses than they really are. Cloud phone systems have features that can achieve this, such as interactive voice response, or IVR. A feature such as IVR allows a VSB to provide superior service to its customers than a legacy system would.
Overcoming the perception that a VSB is less capable to serve customers than its larger competitors is a universal challenge among these particularly small businesses. Cloud phone systems are excellent tools for this aim. With features such as mobile device integration, which allows a VSB to make itself more readily available to their clients, a very small business can provide services to customers that are indistinguishable from those provided by much larger businesses.
Are You Ready To Sell Cloud Phones To VSBs?
One last key reason for why you should focus on VSBs is this: they comprise 90% of all businesses in the US. Because VSBs represent such a huge portion of the market, they represent a significant opportunity for MSPs looking to sell more cloud phones. At D3UC, we are dedicated to helping you tap into this market, giving very small businesses the solutions they need while growing your profits. If you’re ready to start selling cloud phones to VSBs, contact us today.