How to Sell VoIP

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How to sell Voip or (voice-over-ip)

Finding your niche and 140 million dollar industry VoIP market which may be surprised at its size and its expansion. we’re going three different areas giving you five steps first for building your service then marketing your service and then selling your service so think of this as a tutorial of how to be a VoIP provider and if you aren’t a provider yet what you’ll learn if your provider already what you will learn to improve your business .

Growth of the VoIP industry

Let’s start off with some background about the president future growth of the VoIP industry. The PC industry when we go back to 1980 we have this big PC basic functionality on there that was the beginning if we just wait 20 years forward to the year 2000 we see how far the PC took us everything from the internet and all the social medias and buying online to mobile apps everything is there in the year 2000. When the first void lines came out it was basic phone lines people got it because everyone to reduce her phone bill from $55 to $35 even a residential line or a business line today you cast is coming on all the integrations to the CRM the browser’s the emails all the fun features that come with the PBX is now hosted in the cloud.

Many businesses now have access to all those features we’re literally looking at the tip of the iceberg everything is just getting started in this industry the end users want the features now it’s time to get out there and share it with them so let’s move on we’re building a VoIP service let’s move into the question of planning what do you mean by planning so a couple things about planning of course if you’re not in the industry now you want to start documenting all of your requirements all the features that you’d like everything that would make sense to you once you get a partner that you’re set on then you set your short-term goals so your short-term goals are just to get your internal phone system live.

The entire process feature

Use all the features possible and document all the benefits to come with that from where your next goal is not to go out and get a hundred new customers it’s actually just going out and get one new customer walk them through the entire process feature document all the benefits all the way through now you have a blueprint that you can take for a long term goal as many accounts as you want you to have the blueprint to do that so the short term goals be patient be intentional be very specific on what you’re looking for and go out there and get that one client. If you can replicate from then on out let’s move onto the next question so you’re saying here choose an infrastructure what do you mean by that this is very important and unfortunately it’s being overlooked by the end user basically someone comes in they say they have a phone system forum a phone service and the end user doesn’t know to ask this is where you need to highlight.

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Basically you needed to quad-core server and that’s where a lot of people stop literally their phone system is in a some private cloud somewhere where it’s just one server that server has to be replicated if one goes down the other ones still up in live second part to that is you need that server backed up off-site it’s the case the whole facility goes down and then the last one security security threats are on the rise we have DDoS attacks and financial attacks have been all the time in the telecom industry you have to put security in there now a couple things about that you may not have the ability to do that if you don’t find a vendor that’s willing to help you once you put all those in place that’s what you present to your future customer explain that to them and you’re gonna see a lot of the competition will start going away .

More features and offering of Business VoIP

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Well let’s move on to the word niche and I see you have four choices here urban rural public or private how do you select your niche yeah this is interesting it’s fun we have a lot of people in the industry who are rule and they’re offering for example residential phone line it’s an untapped market you also have people that are doing believe it or not residential phone line in the urban areas adding more features and offering up a local service the biggest part about a niche is to become an expert in your product so if you have a customer who is in the insurance industry know as much about that insurance industry as they do if you’re going to get into the public sector know more about that the native become the expert now you can go out and get the rest of them do you do that directly or indirectly.

Sometimes it’s hard to be an expert you can outsource that there’s plenty of distribution channels people know what they’re talking about they just need the product to go out and sell this is a key step to getting your voice form off the ground we’re talking about marketable features and you’ve have a number of them here what do you think are the most important ones for showing what your client would be interested in what’s fun about this Gary is that I think about the features I like we there’s a browser integration so anywhere I’m out on the Internet there’s a phone I can click and dial that person in my email there’s a signature line I can click and dial them I think that’s a fun feature people are looking for that the other one is for example a voicemail that ghosts text it’s sent to me by email so if I’m on the phone with somebody a call comes in it goes to my voicemail.

The VoIP industry

The voicemail is written out in the text I can know exactly what’s going on with that account I could forward an email I could respond back and get someone else to help them out at least I know what’s going on those are the fun features that people haven’t seen we also have mobility now is big in the VoIP industry so a softphone that’s on either your iPad or your cell phone basically it’s an office you could take it anywhere you want those are some of the fun features integrations in the CRM there’s a lot out there that the end user is not familiar with yet one of the things is pricing and I would gather from what you’re saying is you really want to focus on features.

If it’s pricing and that’s the only thing you have it’s commodity it’s the lowest price how do you set your prices this is critical Carrie what happens is oftentimes the vendor will overprice their product they’re going on a lot of calls they’re not getting the deals on the other side you’re underpricing it and you’re literally giving your business away the end user, in the end, they don’t want that they want a strong vendor they want great customer service they want a great product something that keeps up with them. It’s very critical that you analyze the point market and see what price points are coming in the marketplace so you can see here how we just scale it up one to five is $30 all the way to 100 seats is 20 bucks take your time lay out your price sheet understand that there’s value that comes with that this is what the looking for what the market bears.

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Now let’s move into the second part here marketing the VoIP service which a lot of people I think have weaknesses within you have a lot of experience so let’s talk about benefits and features this is where a lot of people miss they have a product it has a lot of features they get out there the show and end user and they just do a tab walk we have this feature this feature this feature in the end there’s no connection to the end user basically every feature you have you have to attach a benefit a benefit is something that somebody else has experience with that product they’ve used the feature and this was the end results that end user now has a connection to that feature they have a connection to your product.

They have a connection to your company the more benefits you give them the more reason you give them to do business with you know you talk about benefits but how do we educate people about the benefits the trick here is to have the experience. So I have a customer that’s your referenceable account you introduce all the features of them you’ve documented all of the benefits then share that experience that the case study and a reference share that with the end user educate them on how that client was in the same position you were and this is what they experience when they use our products it’s a fun process people like it it’s what they want to hear is that what you mean by demonstrating the features.

Lot of technologies

When we demos trait the features oftentimes I’ll say it again we do at a blog we have this feature that features this feature the best way to demonstrate a product is to attach a benefit to a feature so for example if you have a find me follow me to your cell phone you’re driving down the road you don’t want to answer that call because you’re gonna have to pull over and get a notepad out and write things down if you had call recording on that cell phone through your mobile app you don’t have to you just have a general conversation you get their name their address all the information you want. it’s all recorded so that now gives them a chance to understand how they would use on the daily basis this is what people are looking for you know we talked about the words transition and a lot of technologies all but an easy transition is hard to deliver would you discuss that the problem with transition is it’s a goal and if we look at our goals we want to accomplish them we have to write them down.

Basically what the end user is looking for is a step by step all the goals exactly how you’re going to accomplish them who’s going to do the work how much time it’s going to take making it an easy transition or there’s something tangible in their hands that they can work from it’s not going to be easy. If we don’t write it down now after the transition we’re talking about customer service and customer service if it’s done right leads to loyalty let’s talk about the apparent importance of customer service yeah we talked about competition it’s so easy today in my opinion to be the competitor and you can compete on customer support alone you have a couple elements to it one you have an email system a ticket system where you can track the project.

The other one is you have a chat box quickly any answer is back and forth but there are times when people do want to pick the phone and call in for phone support make sure you have all three of those available the other part to it is you want to be proactive do not be a reactive customer support having your customer service employees calendars where they proactively call the customer survey them ask them how they’re doing you can also swing by your local swing by once a month say hi see how things are going that’s customer service nobody else is doing that out there it makes a difference. It gets very much into your less bullet they are personalizing all of this offer an incentive to join alright but what do you mean by do not devalue your products that’s really the last thing you want to do what happens when we find ourselves evaluating our product is we really didn’t do the initial work upfront but didn’t take time to understand their business what their needs are what their goals are and how would you apply that to our products.

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When we find ourselves given the product away we’ve missed there so go back over all of the pre add-ins that you have you can include equipment in that if you get it buying from them you don’t need to charge for a transition and then basically make it focused on their needs this is what they want we now move on to the final thing selling the service we talked about marketing we talked about putting things together why do you mean by a lack of education here there was a challenge in solution there’s so much out there we’re fooling ourselves if we think that end-user has taken the time out to do all the market research they know all the features they know exactly what they want many businesses out there do the market research basically they’re just looking for a local provider once they find them it’s up to you to be the expert.

First step intimidating

Don’t sell them come out there and consult them educate them on the industry we let them know what’s trending what’s working for others open the door to what the future looks like this is what they want to go from a salesperson to a consultant you’ll be successful one of the words that come to mind when you’re talking about fear here is the word intimidation is the first step intimidating to a lot of these people yeah of course it is what happens is we’re walking the trail that we feel nobody else has walked before this is where documenting the transition sharing within the case study what the other clients have done it makes it easier for them to understand that they’re not the first ones that ever do this.

When the scariness goes away that’s when the fun begins don’t make it scary for them give them a clear transition plan given testimonials and case studies and move forward with that future client of yours the word commodity comes in mind from when we look at old telephone service it’s just a matter of the price not so much for features why should you avoid the idea of selling this as a commodity so many people get caught up in this basically when we’re selling void like single phone lines we try to get into a price-driven competition we have big national companies selling in your market they want to make it a commodity. it’s not your support alone is not a commodity your product is not don’t get in the shin kick in Congress competition with these big national players your local you have the best product you have the best support you’re there meeting with them in person.

Do not make it a commodity because your business is not a commodity and that’s what the minute that’s what the end users looking for moving onward it we’re talking to companies that want to become VoIP providers or even already void providers how do they find their place in the competitive environment this is an interesting question basically what you’re looking for is how you can lay a row button product over the top of a certain niche industry become an expert let’s say in the auto industry if you have auto companies to sell auto insurance know everything about it get a product that can help them becoming an industry expert.

Delivering the service

Separates you from the competition I would also think that if you do what you’re suggesting it’s a much easier conversation to have with those kind of clients if you know their business that correct yeah yes it is and that’s what they’re looking for they don’t want to have to educate you on their business they will if they have to but they prefer to have something that’s already worked in that industry what do you mean by adding value here yeah we’ve already talked about delivering the service but there’s got to be something more than that there are lots you can bring to the table there are lots of extras and add-ons there’s equipment be it Bluetooth headphones handsets extra features all the all the integrations and add-ons bring the added value.

What they’re looking for it makes their lives easier when we skinny it down it’s not really what they’re looking for I’d like to point out some information here how you can catch brochures information papers educators we heard in the past that by comm systems second point is really important they did write the book how to sell VoIP and that’s the URL to get there they have case studies and they have contact information.

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