Cloud Communications : If you already sell unified communications solutions, you know the value and opportunity these services add to the market, as well as the growing demand within the industry.
Today, your customers are looking for agile solutions, and the cloud represents what they are looking for. Selling these high-quality cloud communications solutions to your end customers isn’t as daunting as it sounds, especially if you fully understand the challenges these potential customers face on a daily basis.
For customers, comparing and contrasting the various options available can be too much for them, especially for those who are not technically savvy or knowledgeable about the industry. To make things more difficult for these businesses, most of these services depend on the size as well as the wants and needs of the clients‘ businesses.
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For example, a customer with a larger company will need a team member specialized in handling the transition between on-premises and virtual systems, but a smaller organization may not need to prepare as much for the change. So for customers new to these services, it can be difficult to know which solution is best for them.
Regardless, most of your potential customers are turning to cloud services, so you need to know what your financial commitment is to effectively sell your cloud communications services. Cost, of course, is one of the main concerns for these companies, but it is not the only one. Others are:
- Review new solutions and communication options.
- Locate a simple and simplified solution for all communication needs.
- Provide employees with flexible communication options.
- Manage the network and equipment through multiple channels.
- Focus IT, and staff, on other operational issues.
Once these companies discover the value that the cloud can provide (in addition to alleviating the above concerns), they will begin to see that their options are more important than price. You may be wondering what happens when all the available solutions are priced ridiculously low. In that case, you should leave that aspect aside to sell them the quality and value of your solution, not just the price.
These businesses want services that work the way they expect, with the features they need, and if they don’t feel like they’re getting a quality solution that will help their business be successful, price becomes a moot point. They will immediately choose another provider that can not only offer them a low-cost solution, but also a competitive service.
Let’s look at the main financial commitments your customers need to make before implementing cloud communications:
Cost to start
The cost of installation for each company is different, depending on the size and current infrastructure used. This means that the overall financial commitment for each company using your service can vary greatly. Be sure to explain the upfront costs to your client so they have a better idea of what it costs to implement your cloud services.
Most virtual solutions represent a monthly amount of money for each user, this value varies drastically depending on the quality of the service. Your customers will be able to pay fewer thanks to the reduced costs of the virtual PBX and VoIP. Instead of installing new phones all the time, there is a feature that allows you to update your system online. When was the last time your customer didn’t want an easier way of doing things?
Length of Service
Instead of paying for service, one way is for your customers to pay for a subscription model. That means that they will have to submit to long-term contracts, although many start with a period of 6 to 12 months. You will need to reassure your customers that commitment is worth it, and offers more than low-quality solutions. Remember, the cloud represents an investment and not a difficult, one-time cost to customers.
Depending on the level of service you offer, call quality is a major concern for businesses as they move to the cloud and VoIP. To get the best quality, they may need to increase their bandwidth to get the quality they expect. You need to be clear about the difference so the customer knows what to expect from the start.
The key lies in teaching your clients the value of your services, not just the price. Businesses will pay for a solution that works, and to add value to your own brand, you need to set yourself apart from other solutions on the market, one that works with customers by offering them the best possible solution for their business, against the solutions that fit everyone and that are the ones that other companies proclaim to the four winds.