3 Step SIP Trunk Selling Guide for Agents
If you’ve decided to add SIP trunking services to your menu of offerings, congratulations! You are on your way to increasing your revenue by capitalizing on the growing shift away from traditional telephone service to VoIP empowered by SIP trunking. SIP is quickly becoming the first choice of businesses of all sizes, so it is a smart move to carve out your piece of the pie.
But if you are new to reselling SIP services, it can be difficult to know how to open up conversations and get your clients to take the leap. Here are several SIP selling tips for agents.
Understand Your Customer’s Current Challenges
The obvious advantage of SIP trunking over traditional PRI lines is price, and that should absolutely be part of the conversation, but SIP will impact your client’s business in other ways as well, so take a consultative approach and focus on their unique needs.
For example, if you have a client with a seasonal business, they may be delighted to know that SIP trunk service can be scaled up or down on demand so that they are always paying for only what they need, even if that need changes during the year.
Or you may find that a client suffers from frequent interruptions in business due to power outages, weather, or an unreliable current system. SIP can eliminate this pain with redundant networks that are not reliant on any one particular location. It also makes it easy to transfer calls to other offices, mobile devices, or home phones for those occasions that the staff can’t make it to the office.
Do the Math
Your clients will likely be blown away by the amount of money they can save by switching to SIP. For most customers the initial costs are very low. This is especially true if they already have an on-premise PBX that is SIP enabled. (Older PBXs can still be used, but they require a simple device called an Analog Telephony Adapter.) Demonstrating a terrific ROI for SIP is usually very easy.
Five years ago, few people knew much about SIP trunking and there was a much higher hurdle to jump to gain a potential client’s trust. These days, people are much more familiar with internet-based voice and are aware that it is gaining traction for business use. But clients may still have some concerns about performance and reliability, so it is essential to explain the difference between business SIP trunking over a Tier-1 network and the consumer grade services they may have used in the past.
Agents can successfully sell SIP trunks and build long-lasting client relationships with a nice recurring revenue stream to go along with them. It might not be as easy as 1-2-3, but the benefits are so compelling, it won’t take much to get your clients on board.