Smith On VoIP

How Much is Too Much?

One of the things that always strikes me as being odd is the thin line between offering customers not enough choice or too many choices. As a reseller, you are more likely to win a sale by representing multiple product lines (think good, better, best), but in doing so, you leave yourself open to the reality that multiple choices will confuse a perspective customer. This particularly true with the small medium business, a market sector in which how easily a particular solution is for a customer to comprehend and implement more than likely will predicate it’s success.

Are There Enough Unique VoIP Choices?

When it comes to VoIP, especially VoIP service and IP PBX sales, are there truly enough unique offerings for resellers to make it worthwhile to offer multiple product lines? After all, VoIP is VoIP, and a phone system is a phone system. If all your small medium business customer cares about is that it fits their budget and it works, does it make sense to offer then alternatives?

While I will continue to remain an advocate of offering multiple options, multiple solutions, and a consultative approach to the sale of VoIP service and phone systems, sometimes I wonder if offering small medium businesses multiple choices is wise, considering that most of the solutions on the market are no different from one another.

Like This Post? Subscribe Via RSS Feed and Never Miss Another Post!