November 8, 2021

How to sell your VoIP software: A guide

In such a competitive market, selling your VoIP services can be a challenge. In this guide, we provide solutions on how you can overcome some common challenges and maximize your profits.

Sumeet Anand

Reading time: 6 minutes

Voice over internet protocol (VoIP) systems are dominating the business sector today. It’s not only because they’re less expensive when compared to landlines or private branch exchange (PBX) systems, but it’s also because they’re more flexible and powerful.

Statistics show that the global VoIP market size reached $30 billion after the 2020’s pandemic. Furthermore, it’s projected to grow at a CAGR (compound annual growth rate) of 15% between 2021 to 2027 due to a constant increase in remote work culture.

What does this mean for you?

Well, this is a clear indication that VoIP software are in demand today and it’s the right time to start selling them aggressively to expand your market and grow your sales.

On the other hand, it’s easier said than done. From 2010 to 2018, over 35 million new VoIP lines were added in the US. With several VoIP service providers in the market, cutting through the competition and selling your VoIP services is not at all easy today. But it’s not impossible either.

But we’re here to tell you that while difficult, it’s not impossible! ✌️

In this guide, we’ll help you understand the biggest challenges facing VoIP sales and how you can work on overcoming them to sell your VoIP phone systems. Let’s dive right in!

Challenges of selling your VoIP software

According to a Gartner report, in-person business meetings will drop to 25% by 2024. As a result, this will boost the demand for cloud-based video conferencing and other remote team collaboration tools.

This means there is already a massive demand for VoIP services in the market. Now, all you have to do is to walk potential leads to your sales funnel, and your sales will automatically increase.

Sounds simple, but several VoIP sales challenges have made it harder to generate leads. Let’s address some of the most common VoIP sales challenges.

Challenge 1: Customers aren't familiar with VoIP

The biggest problem when selling VoIP services is that not many customers actually know what VoIP services are. Particularly, small and medium-sized businesses (SMBs) have little to no knowledge about VoIP, so they avoid purchasing VoIP software.

Solution: Educate your customers

The solution here lies in content marketing. Almost 85% of consumers today do some research online before buying anything.

This means if you share valuable information about VoIP services and other related technologies online, you can potentially generate more leads. In fact, 88% of B2B marketers use content marketing to generate leads.

However, you have to map out your content marketing strategy effectively to sell your VoIP services, such as:

Defining your goals and objectives
Selecting your content distribution channels
Analyzing your competitors
Knowing your audience
Running keywords and topic research

And many more!

Let’s take for example Novocall’s blog.

Novocall’s blog frequently share’s informative content about VoIP software.

They frequently share informative VoIP blog articles targeting relevant keywords to educate people and push them into their sales funnel.

Challenge 2: Mismanagement between sales and marketing teams

Lead generation isn’t just a salesperson’s job. Marketers also have to contribute equally to the process to effectively sell your VoIP services.

Unfortunately, coordination between both sales and marketing teams has always been a challenge. And now, with remote work, coordination between both teams has magnified and created the problem of lead leakage.

Solution: Incorporate account-based marketing

Account-based marketing (ABM) is the best way to coordinate your marketing and sales teams. This is a popular B2B marketing strategy in which sales and marketing teams work together to turn best-fit accounts into customers.

The ABM approach allows VoIP businesses to focus on high-value accounts and penetrate marketing strategies accordingly. Additionally, account-based marketing can help you with:

Generating maximum ROI on any marketing strategies
Running marketing programs targeting your high-value accounts
Saving your team’s time by letting them focus on priority accounts only
Making it easy to analyze the effectiveness of marketing campaigns by setting performance measurement factors
Allowing to map customers’ journeys and use buyer’s intent to personalize marketing campaigns

Challenge 3: Unable to retain potential leads

While this doesn’t only happen when it comes to selling VoIP software, a common problem many SaaS businesses face is being unable to retain their leads.

Today’s consumers are becoming more demanding and if you don’t properly engage with them, they can easily choose your competitors. After all, they have options.

Solution: Tap into social media

Today, engagement is equals to social media. Being active on social media will help you engage and interact with potential leads on a more personal level.

Plus, there’s a high chance that your social media followers will become your customers.

According to Sprout Social, 9 out of 10 people eventually purchase from the brands that they follow on social media. That means you can turn your social media following into your customers if you play your cards right.

Similarly, you have to define a proper social media marketing strategy to sell your VoIP services, such as:

Selecting the right social media platform
Sharing engaging and relevant content on social media
Interacting with your audience, etc.

As we all know, LinkedIn is a great social media marketing channel for B2B services, with an organic reach of 4.53%.

One great example would be Vonage. They managed to build a huge following on LinkedIn by regularly posting content and interacting with their customers.

Vonage has managed to draw a LinkedIn following of 60,000.

With over 60,000 followers on LinkedIn, they can nurture and convert this huge following into customers.

Challenge 4: Reaching the right audience

Another major VoIP service selling problem is reaching the right audience.

While social media and content marketing can help you leverage organic resources to drive leads your way, it’s a long-term process to generate leads.

So, when you want people to know your brand instantly, especially if you’re a startup or a small business, targeted marketing strategies are your only anchor.

Solution: Run digital ads

The perfect targeted marketing channel for you is running digital ads. You can run paid ads to target the right audience based on your user’s intent data.

For instance, you can bid on the keywords that your potential buyers often use to search for VoIP software.
Running digital ads can help your VoIP business appear on the relevant search engine results pages (SERPs), but it doesn’t guarantee immediate success.

To ensure your potential customers buy from your site, you have to create an engaging and compelling landing page to encourage website visitors to purchase from you.

While designing a landing page for your ads, focus on the following things:

Using eye-catching and engaging images or GIFs
Creating SEO-optimized content
Adding CTA buttons on your website
Paying attention to the overall aesthetics of the page

Challenge 5: Unable to connect with the leads

If you’re not one of those businesses who struggle to generate leads, good for you! 😛 You have a solid marketing strategy in place.

However, be sure that you’re also connecting with your leads and not leaving them alone in your sales funnel. After all, as paying customers, they need constant engagement to feel heard and important to a business.

Solution: Personalize your marketing campaigns

Personalization is your solution to selling your VoIP services effectively. When you personalize your marketing campaigns based on the needs of your potential customers, there are higher chances of turning them into qualified leads.

In fact, 51% of consumers allow companies to send relevant content based on their online data. Thus, you should use buyer’s intent data to personalize your marketing campaigns and improve your service quality.

You can collect tones of intent data today based on the user interaction on your site or third-party websites. Further down the road, you can analyze this data to personalize your marketing strategies and better sell your VoIP services.

Additional tips to sell VoIP services

Besides the above-discussed pointers, here are a few tips for selling your VoIP services to maximize your profits:

Understanding your market and paying close attention to your competitors
Constantly striving to improve the quality of your VoIP
Automating repetitive tasks for your sales teams like data entry and allocation so they can better focus on lead generation
Staying connected with your audience
Providing high-quality customer care services
Including social proof of your software

What’s next?

We hope that this article has given you deeper insight into the common VoIP sales challenges and how you can overcome them.

VoIP services are high in demand today. Businesses are recognizing the benefits of VoIP services over traditional landlines or other communication systems.

Plus, the remote work environment has made it important for businesses to invest in efficient and powerful VoIP services.

If you’re looking for a VoIP service to accelerate your VoIP sales, why not give Novocall a try? Its business phone system is ideal for small to medium-sized businesses that perform call-focused sales activities. Its suite of call management features boosts the performance of your phone systems at a low cost. 🤟

Get started with us today with our 7-day free trial to see what Novocall can do for your business!

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Anand

Sumeet is a B2B Marketing Expert skilled in SEO, Social Media Marketing, and Content Marketing. He helps brands and businesses out there generate leads and is featured on various major media publications across the globe.

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