Develop a Suspect List

Who has a need for SIP trunking service?

Any business that uses the phone and uses the PSTN or other traditional circuit (PRI/T1).

Geography and bandwidth can be limiting factors, but that is becoming less true as more fiber gets laid, and the world becomes increasingly connected.

In most area’s of North America (but certainly not every area), most businesses have access to Internet Service Providers that will deliver at least a business class DSL connection. However, if your prospective customers are in an area that does not have reliable or fast internet, SIP trunks are probably not the best option.

Provided a good internet connection, most businesses will be able to accommodate SIP trunks with their existing internet connection. To determine how much bandwidth is needed factor in about 1 concurrent call for every 3 employees (adjust upwards if the business is a contact center, or has an active sales team).

Compare the businesses current internet speed (upload speed must be adequate) to the number of concurrent calls required. (SIPTRUNK.com’s SIP Trunks use the G.711 codec (85 KBps)). Factor in one trunk per concurrent call.

So how do you narrow down that list?
By connecting with businesses that are considering changing their phone system, or have a desire to get rid of their existing PSTN connection (…and analog gateway) and replacing it with VoIP (SIP Trunks).

Where Are They?

Discover How to Reach Them

If you already manage a book of business, specifically as a managed IT service provider, you can likely start contacting your clients about supplying them with SIP trunks almost right away.

Reaching these customers, and motivating them to buy requires an understanding of what would compel them change. As the popularity of VoIP has grown, they are more likely to have already done at least some initial research by using search engines, and reading industry publications or content from VoIP service providers to help them resolve their questions.

As you do your research to figure out the types of content a prospective customer is consuming, what they might be thinking about, and what questions and concerns they might have about switching to VoIP, you can begin to build out their persona. Some common themes will be the reliability of VoIP, the cost savings, and transitioning from their existing service.

What’s Next?

Decide to Act

Once you understand what your prospects might be thinking about when considering VoIP service and understand what might motivate them, you can create your value proposition.

For most managed IT service companies, this means bundling in your traditional IT services and adding telephony as a new service. You can leverage your customers’ good experiences with your IT services and offer them your own brand of SIP trunks through SIPTRUNK.com.

Plan your outreach to these customers: develop a message that you want to deliver, email them, call them, use it as a reason to reconnect with an old customer and build it into your pitch when visiting new customers.