Like any other service, VoIP needs to be sold on the benefits it delivers, rather than the simple cost savings it might provide – even though that’s what might grab the attention of many businesses in the first place. Here are just a few of the ways in which you can offer VoIP and highlight its benefits to customers – and ensure that selling VoIP is profitable for your own business.
- 1 – ATTACH-SELL VOIP WITH ULTRAFAST FIBRE BROADBAND
Ultrafast fibre broadband services are now becoming much more widely available across the UK and once it’s available in their area, most businesses want to upgrade straight away. The additional bandwidth that these services provide make them ideal for carrying a hosted voice service, so it’s an ideal way to introduce the concept. Equally, if you have a prospect or customer who is interested in VoIP services, you can use this as a platform to introduce ultrafast broadband services. They make an ideal cross-sell pairing.
- 2 – MAKE VOIP PART AN OVERALL PACKAGED PROPOSITION
This may not sound that simple, but it is really just extending and formalising the cross-sell potential of VoIP. You could, for example, offer a hosted voice service with a faster broadband option, an Office 365 subscription, a hosted backup service, security and any other services that will appeal to your customer base. You could also extend the communications element by offering business mobile services as part of the overall package. This is a good way to get customers really thinking about the different options and subscribing to more services which will, of course, generate more regular income streams for your business.
- 3 – WHITE-LABEL A HOSTED VOIP SERVICE
You may well be quite happy to sell a brand-name VoIP service, but frankly, most business customers are not going to know the names of the services options on offer. If that’s the case, you may be better off taking up the white-label option that some hosted VoIP services providers offer and selling it under your own name. This will make the customer ‘stickier’ and they will associate the delivery of the service directly with you, so you will be adding real value. This may also means outing yourself in the front line on support and service, but that too can be turned into an opportunity, especially if you know that you can rely on your VoIP supplier partner.
- 4 – FOCUS ON A VERTICAL
Focusing on the needs of a specific group of customers can be a very effective strategy for selling VoIP services. If you can deliver a service that suits the needs of, for example, lawyers, GP practices or vehicle hire companies, you may be able to develop some specialisation and bui8ld a reputation that will generate more opportunities. This is certainly worth considering if you already have a vertical market focus of some kind, or a few customers who are in a similar line of business. It’s important to do some ground work, of course, and find out about their [particular needs – and to tailor the VoIP service in some way to suit them. This is also a good way to differentiate your business.
- 5 – UPSELL AND NURTURE
With most hosted VoIP providers, there are add-on services you can sell to as added-value offerings and these will also boost your revenue income. It is well worth making sure you are aware of what else can be offered as extra features – auto attendant services, call recording, international calling for example. It is also worth continuing to nurture and encourage customers to explore the further potential of the VoIP service and looking for any opportunities to grow the number of seats they have. It’s important to keep monitoring usage and to find ways of exposing customers to the potential benefits.
- 6 – LINK VOIP TO CRM OR APPS
For most customers, being able to connect the VoIP system to their customer relationship management or other applications will be a real revelation. You will need to have some technical skills to do this, but once you have the basics mastered, it is straight forward enough. Linking the phone system into other apps, so that inbound calls and be recognised and up-t-date customer information pulled onto the screen automatically, or to enable outbound calling, can save a lot of time and make the business look slick and efficient.
All or any of these approaches can help resellers to make money from VoIP, but the most important thing is to ensure that you sell the value and benefits of VoIP ahead of the pure cost.