Effective VoIP Sales and Marketing

Just curious if anyone has any ideas about how to market and sell VoIP B2B. I work for a Digium/Asterisk company and I need some direction. From what I have seen so far, being in the industry for a while is the key. Most of the business we have received has come from referral or leads from the manufacturer. What works?

Hi

First thing is to drop the voip bit, you are selling a telephone system. That can use many voip protocols to make and receive calls as well as traditional methods.

Ian

ianplain :

Hi First thing is to drop the voip bit, you are selling a telephone system. That can use many voip protocols to make and receive calls as well as traditional methods. Ian

Well I have noted that advice a time or two. I need to stay disciplined about that. Really though, my close ratio is pretty solid for about 12 months, but the quantity of leads is horrid. Is it really true that there is no hope of survival in the business unless you have been in it 20 years? I spoke to my MF rep and he said that he is yet to see anyone successfully market his product.

marcusrahming :

Well I have noted that advice a time or two. I need to stay disciplined about that. Really though, my close ratio is pretty solid for about 12 months, but the quantity of leads is horrid. Is it really true that there is no hope of survival in the business unless you have been in it 20 years? I spoke to my MF rep and he said that he is yet to see anyone successfully market his product.

What you are selling is dial tone & if it's plain and simple dial tone the margins are spiralling down close to zero. Companies are starting to give it away to clients that subscribe to other services (Broadband or Video Channels) - it won't be long before the perceived cost/value will be close to zero. The MLM boys looked at it and gave up, that in itself should be a good indicator.

If you can keep costs minimal but add a unique selling point then you have a chance, sadly those are getting harder to think up (but no doubt there are still a few lurking). Unless you have a captive audience to market to then the client acquisition cost negates any short/mid term profit. (Vonage were quoting 100$ at one stage).

This is not a route to riches and there are plenty of easier products out there !