You can’t do 21st-century business without 21st-century technology. That means businesses far and wide are ditching their antiquated phone systems and replacing them with more advanced products and services.
As a SIP reseller, that’s where you come in. Your job is to sell the one service that makes 21st-century communications possible. You’d think that a service like this sells itself, but the truth is, plenty of sales specialists find themselves having a difficult time closing the deal.
If you’re one of them, then keep reading to learn what the eight most common SIP resale mistakes are, and how to nip them in the bud.
The 8 Most Common SIP Resale Mistakes
SIP trunking—Session Initiation Protocol—is the very technology that allows businesses to conduct real-time audio and video sessions between multiple parties. It’s the one variable that companies need to do business.
However, you can’t get your potential customers to see that. Or perhaps the issue is that you can’t get them to see that what you’re offering is better than what your competitor is offering. Whatever it is that you’re doing wrong, it’s probably on this list:
1. You’re Not Selling the Solution
The people that are showing an interest in your SIP trunk services don’t care about the product. They care about how the product is going to solve their problem. That means they only care about the specific functions of the product that will give them what they want.
Sure, it’s essential to talk about the features, the tech specs, and the cost of the product to round out the conversation. However, the bulk of your pitch should speak directly about how your product will fulfill their needs. Listen to their problems and concerns during the beginning of the conversation, then address how your product will solve those problems and quell those concerns.
2. Your Customer Approach isn’t Personalized.
One of the biggest mistakes you can make is to memorize and then regurgitate the same sales script to each potential customer. Here’s the problem: each prospective customer is different. They have various issues and different concerns.
You don’t have to do a full background check to get the right amount of personalization for each sales pitch. However, you do need to change it up a bit by adding in things that will matter to the customer.
For example, your potential customer is a non-profit that connects with people all over the globe. They’re also on a limited budget. This is an excellent opportunity to talk about how their overall savings with your product will benefit.
3. You Talk Too Much
You may be polite and attentive as not to interrupt; however, you may still be dominating the conversation a little too much. While you’re steering the narrative to make a sale, the one thing you’re not doing is listening.
How will you understand a potential customer’s pain points and needs if you don’t take the time to listen? A sales inquiry can only tell you so much. Listening to your customer means learning about them and their unique needs. By actively listening, you’re gathering information that will help you address your customer’s specific needs at the end of your sales pitch.
Start letting your potential customers do all the talking and see how quickly things change.
4. Your Not Talking to the Right Prospects
The issue isn’t finding potential customers—it’s finding the right potential customers. There are many people out there who don’t understand their own communication needs, let alone what SIP trunking is. Out of all the SIP resale mistakes, this one wastes the most time.
The way to remedy this so that your potential customers aren’t confused when you reach out via phone call or email is to impart better screening methods. That means asking more involved questions on your sales inquiry form—beyond basic contact information.
A great screening question that can help weed out confusing prospects is why have you decided to reach out to us today? With this question answered, you’ll have a better understanding of each individual’s needs and can create a sales pitch that caters to them directly.
5. You’re Letting the Connection Die
Sometimes, you’ll have multiple conversations with the same potential customer. You highlight how your product will address their pain points, set up a business plan for them, and even send them pricing information. Despite your best efforts, they seem to vanish into thin air.
Never assume that the customer is going to reach out to you—even if you do all of the above. The truth is, sometimes people get busy, and their priorities change. Some are shopping around for the best deals, and others get cold feet.
A quick email to schedule a “final details” call or a simple reminder letting them know they need to fill out some paperwork usually does the trick.
6. You’re Only Focusing on Price Points
While it’s nice to be able to offer potential customers a better deal than your competitors, price isn’t necessarily their main issue. What they want to know is whether or not your product and services are reliable.
If you only focus on the numbers, you’ll lose sight of the longterm value for both parties. Remember, it’s all about solving their problem. If you can’t sell them a solution, pricing isn’t going to matter. You’ll be surprised at how many people are willing to higher prices, quality products, and services.
7. You’re Not Building Trust
SIP trunking is meant for longterm relationships. Your customers don’t see you as a one-stop-shop product and service. They need to know they can rely on you when their business expands or when something goes wrong.
Don’t just answer their questions—offer your support. Follow-up post-transaction to see if the product is meeting their needs. It’ll take some time to build a rapport, but once you gain a business’s trust, you begin building a reputation for yourself.
8. Your Marketing Approach is Too Broad
Nowadays, many businesses will boast about all the different companies they work with to impress potential customers. The problem with this is that it can keep you from establishing yourself as the type of business that those in a specific industry need.
Your potential customers want to know if you’re the right SIP trunk reseller for them. So, try focusing on growing in one industry rather than how man industries you can reach.
Learn From Your Mistakes
It’s time to correct your most common SIP resale mistakes and turn them into profits.
If you have any questions on SIP trunk pricing or programs, reach out to us today.
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