Phones are everywhere. Making calls and checking messages is a regular occurrence for businesses professionals, with the latter being often one of the first and final activities of most people’s workdays. Most utilize office phones and mobile devices throughout the day and couldn’t be nearly as productive without these critical tools.
People expect certain things in their communication. Business professionals notice when voice quality drops or they experience interruptions or annoying sounds on their calls. For sales professionals and other employees who spend a lot of time on the phone each day, those types of issues are aggravating and counterproductive. That explains why many businesses are reluctant to switch phone services.
Fortunately for MSPs, hosted VoIP offers so many advantages that organizations are increasingly open to ditching their legacy systems. You can be the hero they need to make that transition a reality.
Focus on Comprehensive Solutions/Services
MSPs are true business consultants. Those who succeed tend to fare well selling across their entire solutions portfolio to both current and prospective customers. How does your solution stack compare with the competition?
IT services professionals usually gain a thorough understanding of their customers’ business practices. MSPs continually explore enhancement options and spend considerable time getting to know each client’s unique compliance requirements and business standards. Over time, you come to learn virtually everything there is to know about what each client does and their work environments, what keeps them up at night, and their future needs and concerns.
Successful MSPs often have more insight into their customers’ operations than their executive team members. They understand what solutions their clients need to accomplish their long-term goals. If you can deliver the comprehensive portfolio of services required to achieve those objectives, it creates a win-win opportunity.
Phone calls are a small but very important component of the SMBs’ operations. Most need an expert with communications expertise they can rely on to make a smooth VoIP transition — and new technologies often open the door to other services sales.
The key to growing long-term relationships is getting each customer to adopt your complete IT services portfolio. From time-tested managed services and IT security support to the latest technologies, the SMB relies on the comprehensive set of services MSPs bring to the table.
Those broad capabilities allow providers to educate their clients in numerous tech-related areas which, when done well, will boost engagements and increase customers retention rates. Adding critical communications platforms (think hosted VoIP) to the portfolio improves an MSPs’ overall value proposition to the SMB. It is a real differentiator that can help grow your bottom line.
Promote the Benefits of VoIP
Of course, your services line card doesn’t sell itself. IT services professionals must continually discuss and promote their breadth of capabilities and highlight the areas of their portfolio that matter most to their specific clientele. In other words, your team needs to put forth a solid sales and marketing effort.
VoIP helps MSPs like you stand out in a crowded IT services market. When you emphasize its business benefits in client discussions, and as part of a comprehensive marketing campaign, it will get their attention and open the door to other services opportunities.
Those are good best practices every MSP should adopt. The benefits of hosted VoIP to discuss with the SMB include:
- Call routing
Who wouldn’t want communications flexibility? Hosted VoIP allows employees to route incoming calls to VoIP-enabled devices, mobile phones, or a group of phones; and ring simultaneously. The options are virtually unlimited and the set up process is quite simple.
- Voicemail to Email
Answering every call can be difficult. Voice solutions allow employees to multi-task incoming communications without dropping off a call. For example, the sales team can send email responses to questions, approve contracts and accept orders without hanging up the phone.
- Flexible pricing
Wouldn’t your customers appreciate a calling plan based on the number of phones actually in use rather than the total number of devices at each location? Keep your client’s bottom line in check with ConnectMeVoice’s Call Path Pricing. This flexible hosted VoIP plan even allows multiple offices to use the same system, including extension-to-extension dialing and call forward options.
- Mobile Applications
Business is global today, so why not use mobile applications that allow clients to work and manage their key systems remotely? For example, the ConnectMeVoice mobile app gives administrators the ability to make call routing changes or enter emergency mode as part of their business continuity plans.
Communication as a Conversation Starter
When properly positioned, VoIP makes a great differentiator for MSPs. Business owners can purchase almost anything they want or need online today, which is why providers must continuously demonstrate their value to the SMB.
Of course, that’s not as easy as it sounds, but with the right plan and approach, VoIP-related discussions will open up the conversation and drive a host of new solution opportunities for MSPs. Some customers need an occasional reminder about how much your support means to their business ‒ and how much more you have to offer.
If you enjoyed this blog, you might also be interested in the blog: VoIP: The Perfect Fit for Your Real Estate Clients