If you’re selling VoIP, your sales pitch should be a priority. Although it is an industry-leading solution companies need for optimal communication, many older companies are a bit stuck in their traditional ways. In fact, recent research shows that only 31% of businesses use VoIP systems so far, despite cost savings of between 30 and 50%, and saving on average of 32 call minutes a day.
In your sales pitch, you need to be able to express the importance of VoIP, and why so many companies need it — for instance, fewer people are tied to their office desks in today’s hybrid and remote work environment, so they need more flexible ways to communicate on the go. It’s crucial that clients modernize their business voice capabilities to match how people work these days.
Here are our top tips for selling VoIP and perfecting your sales pitch for both current and potential customers.
Your Sales Pitch Means Everything to the Customer
When selling VoIP, a sales pitch can play an important role in each sale. This is because VoIP is a relatively new technology many companies aren’t familiar with yet. The better prepared you are to convey its value to your customers, the better you will be at convincing them to transition out of the traditional ways they are used to and adapt to a process that is unfamiliar — but will undoubtedly make their communication operations more efficient and effective.
A great way to approach selling VoIP with your sales pitch is to prioritize dialogue over monologue. Like Jacqueline Smith, a former Forbes staff member, once said, “An effective sales pitch isn’t a monologue. It’s a dialogue.” This means that you’re engaging in a conversation where you’re preemptively learning more about their problem and offering them the solution they need to resolve it. In other words, don’t talk at your customer or prospect. Talk to them.
Sales Pitch Advice That Will Get You the Sale
A lot can go into perfecting your sales pitch, and research shows that only 25% of all contacts are up for listening to your pitch. This means you need to make the most of it to get the sale because every prospect will be skeptical of your offer and intentions at first.
To help you get started, here is our advice for selling VoIP with a sales pitch.
First and Foremost, Know Your Stuff
As we’ve already mentioned, despite VoIP becoming the most valuable asset to businesses in all industries, not everyone knows what it is yet. It is up to you to have all the answers you need — or the resources to get them — to ensure the prospect or client feels confident in your VoIP solution. The first step to having these answers is having the right VoIP reseller platform to back you.
When you have a reliable support team to give you a full onboarding experience and continue supporting your needs as you scale, it will be easier for you to provide the same customer support and experience for your customers.
Know Your Customer or Prospect
If your sales pitch is to a current customer, you should present another solution you provide, know their business needs and then use this knowledge to sell them.. If they’re a new prospect, identify their problems and business needs so you can address those issues with relevant VoIP features and benefits.
Once you assess their needs you can determine what angle to approach them about the benefits of VoIP:
- Does their business have the potential to scale? VoIP systems have the capability to scale with your client’s business. While they may only need a few features to meet current needs, VoIP has dozens of incredible features that will play a role in their success as they grow and require more efficient communications. Its structure is also flexible enough to be modified for certain seasonal changes for companies that experience demand-supply changes at different times of the year.
- Do they have employees that travel often? Communication is key between leaders and traveling employees. Not only does VoIP allow employees to be more mobile, but it also allows you to make unlimited international calls using an international cloud-based phone number.
- Have they shifted to the increasingly common remote/hybrid work model? Today, many employees are working from home full or part-time — in fact, it’s common for every one in three employees to be in either a remote or hybrid position. Managing remote teams and staying in contact has been one of the biggest challenges of the post-pandemic work environment. VoIP can benefit clients in this scenario by allowing workers to work on the go and stay connected from anywhere, at any time. More specifically, staff can switch between multiple devices for calls, set their presence information (i.e., in a meeting, at lunch, busy, etc.), and participate in audio calls, video calls, and virtual meetings.
Focus on the Benefits Your Clients Will Experience
It may seem obvious, but more often than not, VoIP resellers forget to specify the benefits of VoIP in their sales pitch and tailor them to the client. Sure, the general benefits of VoIP are great, but what can it do for your client?
For instance, what benefits can your client experience when switching from on-premise desk phones to cloud-based phones? Some valuable answers include a detailed account of:
- What a significant cost reduction in communication efforts could do for your client’s scalability. If they’re communicating more efficiently and paying less into it, they will be able to allocate more of their budget to another area of business that needs it more. A significant part of business is being able to cut costs where possible without sacrificing quality, production, and efficiency.
- Easy scalability to add/remove users on demand. If they’re a company that experiences seasonal peaks, adding and removing users on demand can make the transition from season to season easier and more efficient. On the other hand, a company experiencing growth — whether gradual or sudden — can modify users and features as they see fit.
- Mobile communications. Recent studies found that more than 75% of workers in the U.S. use their mobile phones for work, with 84% of companies having a bring-your-own-device policy. If your client’s business can relate to these statistics, you’ll want to detail how much easier mobile communications are with VoIP compared to traditional lines.
- Users can use softphones, mobile phones, and computers/laptops to make/receive calls. The ability to communicate across multiple devices is essential to many businesses. For instance, a manufacturing company would benefit immensely from this feature because it would boost safety in their work environment. This is because quick and clear communication ensures executives, managers, dispatch, and production staff can work together to get questions answered instantly. Fewer unanswered questions mean fewer safety risks taken on the line.
- No onsite hardware/software installations to deal with that could shut down their operations. Time is of the essence. With VoIP, most maintenance and repairs are done remotely, saving downtime traditional lines can cause (i.e., reaching support, waiting for a technician to arrive, the time it takes for a technician to fix the problem, etc.). Along with time saved, offsite hardware and software also mean fewer complications.
Back it up With Supporting Data
You need to support your convictions of value with data. Your clients/prospects will likely enjoy hearing you talk about how your VoIP solutions can solve their pain points, but they also want to know you can back it up. This support can come in a number of forms:
- Case studies
- VoIP statistics/research data
- Reviews and testimonials of success with your solution
- Actual numbers to show them cost/savings
Reviews and testimonials alone can impact a B2B business’s purchasing decision. According to the Demand Gen Report, most (86%) B2B software buyers look to third-party reviews for guidance when making a purchasing decision.
The key here is to ensure you’re not just saying your VoIP solution can be a game-changer. You need to show the client that it has already displayed incredible results for similar businesses in the industry and, therefore, will be a valuable asset to their communication efforts.
SkySwitch: More Than Just Your Guide to Selling VoIP With a Sales Pitch
Reaching non-technical business owners/office managers and overcoming objections, like “we’ve had desk phones forever and they work fine” and “we just use personal mobile phones if we are on the go,” can be a real challenge. However, the reliable support of a good VoIP reseller platform can make all the difference.
As a new reseller, this means having access to introductory onboarding that is thorough and being confident in your ability to sell VoIP solutions to your customers. Even as an experienced reseller, onboarding specialists and ongoing support from a single source can ensure you stay up-to-date on important enhancements and features.
With SkySwitch, we offer VoIP resellers access to unique features under SkySwitch University. It provides an array of onboarding, training, and support resources to resellers so you can clearly express the value of VoIP to your customers and prospects, elevating your sales pitch and your revenue. Schedule a demo today to learn more.