It’s said of many tasks that getting started is half the battle. This is certainly true with VoIP sales for resellers. Once you have that first sale, getting the second and the thirds seems all that much easier. You have that much more confidence in the proposition once you know that at least one customer has responded positively. And equally, you will have that extra knowledge and understanding that can only come once you have actually had a dialogue with a customer on hosted VoIP. All of a sudden, you have started to become a VoIP reseller.
The other factor that comes into play is the customer. Good news can sometimes spread fast. In our experience, the word about a decent VoIP reseller and a good proposition spreads to other local companies and contacts quickly. They in turn will be confident that, if it’s good enough for another business, it should be good enough for them.
But it’s making that first sale that’s the key. That’s why it’s important to work with a supplier partner that will support you especially while you are still finding your feet as a VoIP reseller. Ideally, they will be able to help you generate local good business leads – with telemarketing and by providing supporting materials and even providing expertise for local business events. The latter are often a fertile ground for germinating interest in VoIP, and well worth pursuing.
It’s also important that they provide you with as much sales training as possible. In our view, it is also important for the supplier to get closely involved in the sales process. It makes a big difference when a new prospect talks to someone who has clear expertise, someone who has done it all before and can say with absolute conviction that it will work.
It’s important you are closely involved in this interaction too as that ready assurance not only give customers confidence, it will also rub off and reflect on you. VoIP resellers need to have a close enough partnership with their suppliers to do this; there needs to be a mutual trust.
With every conversation and interaction, you will be learning and developing your ability to truly effective as a VoIP reseller. As you become more competent and as the sign-ups and the sales pipeline build, you will soon be ready to move onto the next phase of your development as a VoIP reseller – getting started is the trick.