SIP trunk resellers have good reason to be in their line of work.
They receive a predictable monthly revenue. Plus, their administrative duties are somewhat easy since SIP channels are so easy to set up.
Even so, resellers still have to deal with all of the typical client objections. “But isn’t it expensive?” “If I switch, won’t faxing be more difficult for me?”
Like any good salesman, these resellers should have the answers to such objections ready to go.
So, we’ve put together a list of seven common concerns that prospective clients usually have and how to assuage their fears.
1. It’ll Be Expensive
Whenever people think of something new and modern, they tend to think that it’ll be expensive. The same is often true of SIP trunking. Because clients think along these lines, they’re likely to object and cite the expense.
Some of these clients might be surprised to hear that SIP trunking is not as expensive as they think. In fact, it can greatly reduce their communications costs.
SIP trunk resellers should explain this to them.
Resellers should also add that they’ll only have to pay a monthly fee for each channel, instead of paying for long distance charges. They should also mention that monthly fees are more predictable when using SIP trunking.
2. The Call Quality Won’t Be The Same
People are somewhat attached to the technology that they’re currently using.
Consequently, some clients aren’t willing to try something new, especially since some of them think that SIP trunking will be no better than solutions like Skype.
So how can resellers assure them that SIP trunking is high-quality?
First and foremost, you should stress the fact that SIP trunking is not just some average solution. If SIP trunks are properly configured, customers will walk away with a high-quality solution.
3. It’ll Be Difficult to Make the Transition
This concern is a fair one.
Several companies have structured their businesses around the technology that is currently available to them. Their concern about switching is completely understandable.
As understandable as those concerns are, though, they’re way off. In truth, transitioning to SIP is so painless that clients might be somewhat surprised by how simple it is.
Clients don’t have to get any lines installed. They can keep their current phone numbers. SIP trunks can easily be ordered.
And those are only a few of the things that make the transition easy.
If clients are still concerned about the transition, there is one more card that SIP trunk resellers can play. They need only tell them that they can get a free trial if they’re still hesitant to commit to anything.
4. Falling Prices of PRIs
Before SIP trunking, PRIs (and T1s) were some of the only options available to clients. Then, SIP trunking stepped onto the scene and became the new.
Just because something is hip, however, doesn’t mean that people will fall all over it.
One cost-related reason why clients might not rush to try SIP trunking has already been addressed: They think it’s expensive. Of course, as we discussed above, it’s not.
Another cost-related reason?
Simply put, the prices of older technologies are falling. Perhaps the prices are falling as a result of market demand. Maybe they’re falling for completely different reasons.
In any case, SIP trunk resellers should move clients who are meditating on those falling prices away from cost. They should instead redirect to the productivity that SIP trunking offers.
5. Security Concerns
Security comes first, regardless of which tech you’re using. Sadly, there is arguably no tech that comes with no security risks.
Not even with SIP.
Businesses that use SIP are open to DoS attacks. Not only that, but their unsecured PBXs can also leave them vulnerable to attacks.
As a reseller, you should acknowledge their concerns and immediately. Let them know that these risks can actually be managed. Recommend that they implement firewalls and systems that are designed to monitor fraud.
6. Their Providers Don’t Support SIP
As wonderful as SIP is, it arguably provides more benefit more easily to more urban businesses.
Well, SIP trunking relies on reliable broadband Internet. Businesses that are located in urban areas are much more likely to have access that reliable broadband internet.
As a result, SIP trunk resellers shouldn’t be surprised if some clients who live in rural areas raise concerns about the overall effectiveness of SIP trunking in their areas. Their IP providers might not be able to support the tech that they want yet. That’s a real limitation.
Truth be told, there isn’t much that a reseller can do here.
A reseller doesn’t have control over what a client’s IP provider can support. The reseller can only try to do his best to work with the client and come up with a viable solution.
Maybe cases like these are just teachable moments. You win some, you lose some.
7. SIP Won’t Be Compatible With Faxing
Interestingly enough, the fax machine hasn’t died in a world filled with much more advanced technology. Many offices still have fax machines that are used more frequently than we’d think they would be.
But, sadly, SIP isn’t known to play too well with faxing. Yes, there are some providers who claim that it does, but that doesn’t make it true.
If you’re a good reseller, the truth is that you won’t have to tell clients that SIP is compatible with fax.
You can instead provide them with a great alternative. Just tell them to keep a POTS line and use it for their fax machine.
SIP Trunk Resellers and Fine-Tuning Objections
You know that SIP trunking is convenient for your clients, but there will always be objections.
As a result, you’ll always have to know how to get around these objections so that you can ultimately make the sale.
And, after a good day’s work, go home and kick your feet up.
Looking to resell with us? Have questions about SIP trunk pricing? Please use our contact form to get in touch with us.
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