As the persistent spread of the internet and all of its glorious capabilities continues, the world is met with more and more startups, all fully capable of growth, and all making massive contributions to local, national and international economies.
SMEs dominate the private sector, reaching a total of over 5 million and accounting for 60% (15 million people) of private sector employment. This is clearly an enormous market, which has been steadily adopting VoIP and unified communications over recent years for the purposes of cost efficiencies and productivity gains.
It is therefore a very real prospect for value added resellers (VARs) to start adding hosted PBX to their offering.
10 Tips For Selling Hosted PBX To New Customers
If you’re encouraged by these figures, plus, no doubt, all the other noise that’s started to bubble up in recent years about the future of hosted PBX, then the tips that will follow are aimed squarely at you.
However, as a salesperson you will know the importance of research before you plunge into a pitch. Research the potential customer before you dive in – it will give you the advantage in the long run, as any one of the following suggestions could be the way in to sealing a new deal.
1. Focus On The Proven Cost Savings
Hosted PBX will save the customer money, so make sure that they know this in no uncertain terms. Indeed, this is the only way that you’re going to succeed. In today’s highly competitive business environment, selling IT solutions is all about who’s offering the biggest savings – and that’s the hosted PBX seller.
2. Choose Platforms Developed With A Reseller or Agent Program In Mind
This really can’t be emphasized strongly enough. When partnering with a provider, you want to know that you’ve got full support, that any questions can be answered quickly and satisfactorily, and that you’re equipped with everything that you need. Check out the net2phone Partner Program to see why when it comes to partnering, no one looks after channel partners better.
3. Highlight the Importance Of Mobile
The smartphone and tablet revolution has changed the way we communicate forever. Hosted PBX will deliver a flawless communications system, whether their business employees are at work, at home, or on the go.
Indeed the average person is said to check their mobile phone 150 times a day. With so much time dedicated to staring at our pocket gadgets, it’s essential to take into account the importance of mobile in the current workplace. However, each prospect will rely on mobile phones to varying degrees, so during the sales process you need to make sure that you get to know the degree of mobile usage the prospect anticipates, and from there you will be able to offer the best service that matches their situation and requirements.
4. Low Administration Effort
One of the greatest things about hosted PBX, of course, is that all the difficult, technical stuff is handled in the cloud by the provider. This means that any business who takes it up can essentially completely unburden the IT team from their current communications services, allowing them to focus on more pressing matters – such as delivering a better customer experience and increasing profits. Make sure this point is made loud and clear.
5. Highlight the Scalability of Hosted PBX
A recent survey of over 350 companies with revenue of less than $100 million found the majority of enterprise buyers interested in switching to a new phone system were mainly concerned with the reliability and scalability of the system. Put these concerns to bed – hosted PBX is designed for scalability, and clients only ever pay for what they need. And, net2phone has over 25 years of providing the most efficient and reliable, highest quality voice services.
6. Reiterate That You Are The One-Stop-Shop For All Hosted PBX Needs
When pushing for conversions, clients can often get worried that you’re just shining them on – that as soon as they’ve agreed and have signed up, they’re just going to become another number in the system, and no one they speak to will ever remember them. No – this isn’t the way to win new customers and keep them happy. Indeed, some clients will even be concerned that they will have to deal with multiple vendors when they begin the migration, which may well put them off doing so.
Instead, put their mind at ease by explaining how your organization’s ability to manage all of the client’s communication needs gives you the most valuable solution on the market – there are no multiple vendors to manage, just you. That’s a real value proposition right there.
7. Sell Yourself As A Trusted Advisor And Absolute Expert
There’s a lot of information out there about hosted PBX these days, and the chances are if you’ve got a bite that the prospect will have already heard about some of the benefits. This gives you a great opportunity to expand their existing enthusiasm onto all the other great benefits that they haven’t heard of yet.
But more importantly, you want to give the impression that you’re looking out for the customer’s best interests every step of the way. Indeed, it’s your job as the sales representative not to just sell any product to the prospect, but to sell the best product that is right for them, and also that they fully understand and are in agreement that the best option has been chosen.
This means you’re going to need to do your research. Make sure you’re well-versed in the pros and cons of traditional and hosted PBX, and then work with your client in steering them in the direction that best equates to their most immediate needs.
In 2017, the threat from cyberattack has never been greater, and of course the more we rely on the internet, the greater that threat will continue to be. Therefore, it’s likely that your prospects will have security questions and concerns about the hosted PBX solution. Evaluate services such as VLAN configuration, user authentication, and encryption, as well as the security of configuring and signaling methods.
9. Flexible Deployment Options
As a reseller, you should be able to equip yourself with the necessary tools to find the right deployment option that matches the client’s precise needs for each individual delivery. Though it’s important to reassure that no matter what deployment option is chosen, there is no reduction in feature set, since it is cloud versions of the software, platform and service that hosted PBX provides.
10. Feature Rich
Of course, one of the things that modern businesses want is a telecommunications system that is filled to the brim with professional features that can do everything from music on hold to provide an auto attendant and find me/follow me call routing. Hosted PBX can of course offer all of this and a lot more besides.
But you will do well in your sales consultation to determine exactly what features the client is after, and then advise them as to the best deal available that suits their needs and desires.
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Publish Date: April 6, 2017 5:00 AM
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