Slowly but surely, companies of every shape and size are realizing that to run a 21st-century business, they can’t be using 19th-century technology. The old communication systems can’t hold up to the kinds of needs and networking that are required by modern consumers. That doesn’t mean that your SIP trunk reselling sale talk will go any easier, however.
Here are four of the sales mistakes to avoid when you’re a SIP trunk reseller working with a new or existing customer.
1. Don’t Focus Only on Price
When shopping in the telecommunications or VoIP space, buyers expect to pay a considerable amount for services. There’s a price range common among other sellers in the industry, but it’s always nice to be able to offer a better deal than the competition. However, when you make that your centerpiece, you might raise eyebrows.
Customers and clients will turn to SIP trunking for more than the cost. They need to know that your services are reliable.
The sales talk during a SIP trunking sale needs to concern the long-term value. While you’re worried about numbers, you can quickly lose sight of how valuable a new telecom network can be for a small business. The added value needs to be a part of the price talk, beyond just the numbers on their own.
Lean on important features like uptime and efficiency. Talk about how a new system can help integrate already existing practices or a software suite that is improving efficiency across the business. Get into the nitty-gritty of advanced features and cloud capabilities and where your SIP trunk system comes into play.
2. Don’t Forget to Build Trust
When reselling SIP trunks, you need to build long-term relationships. Your clients won’t want to work with you just once, making a single transaction. They want your SIP services to be a part of their business as it grows and expands.
If they don’t know much about how SIP trunking works and will have questions later down the road, they want to know they can turn to you. Draw in clients carefully with sincere and honest marketing efforts. Reach out after a transaction or a meeting to talk to your clients and learn about what they want from their trunking.
Promising reliable service is one thing, but you can’t always get them to trust you with your words alone. Offer support that they can depend on and build up a reputation with other businesses. Over time, you’ll be able to win over new customers based on your other partnerships alone.
3. Avoid Broad Marketing
Every business owner wants to be able to say that they work with businesses across the globe. This can be a badge of honor but working to broadly keeps you from building the kind of reputation that people want to see in a specific industry. They want to know that you’re the best SIP trunk reseller for their type of business.
If you already have more than one client in a given industry, you can start building from there. Your marketing efforts can start targeting clients in that industry now that you know and understand their wants and needs.
For-profit and non-profit industries have their own unique telecommunications needs. Inbound and outbound call centers will have different needs as well.
There are several reasons why companies turn to SIP trunking and it’s your job to know them all. When working with non-profits, you might not be able to make as much money. However, non-profits work strongly by word of mouth and if you’re able to build a reputation with a number of those businesses, you can start to build a strong base of support.
You should also consider marketing to a local demographic. Ultimately, your backyard is where you’ll know the most businesses and be able to hold one on one meetings. These meetings will convince clients that you offer superior services.
Building a small but reputable company is the best way to ensure longevity. Never lose sight of your customers’ desire for global connectivity, but always prioritize their business practices from the angle of a local SIP trunk seller.
4. Don’t Make Assumptions
Your customers and clients might not be as well informed as you like, but that doesn’t mean you can’t offer them useful services. Your hurdle is to tell them what they need to know in language they can understand. Rather than holding a course on how VoIP or SIP trunking works, look at how each effort solves one of their problems.
Educating your clientele is part of the services that you offer to your customers. If, after a meeting with you, clients feel like they not only understand SIP trunking or a PBX system, they will feel more confident in their decisionmaking. That allows the transaction to run more smoothly.
Education can also be a part of your sales pitch. By informing your customers of how each element of a SIP trunking or each feature adds on to their overall ability to serve their customers, they will buy more. You can enhance your own revenue as you instruct your clientele, getting them to bundle on additional features when they buy.
The Sale Talk Should Be Straightforward and Honest
You don’t need to have any tricks up your sleeve when having the sale talk with your customers. The more straightforward and honest you are, the more they’re going to be willing to work with you.
If you’re still struggling to grow your business, check out our guide for getting off the ground.
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