How to become a successful telecom reseller

If you’re thinking about becoming a telecom reseller, you’re not alone. VoIP reselling is on the rise and you have a lot of great options when it comes to finding the right platform. But to be successful at it, you need to do more than just find the right platform. You also need to sell the platform and make money doing it.

The process of becoming a successful VoIP reseller isn’t a lot different than becoming successful at anything else you try. It just takes a little research, planning, and a willingness to put in the time.

Here are some tips that can help you stand out from the crowd as you launch your VoIP business.

Deliver quality customer service

Never underestimate the value of providing good customer service. As a reseller, your name is on the product and your reputation is on the line. Make sure your customers know from the get-go how to get in touch if they have problems. And make sure you have team members who will answer the phone or reply to an email because reliability is everything. Responsive, honest and open communication goes a long way toward building brand loyalty for your VoIP business, even if you can’t solve a problem immediately.

“54% of consumers make purchasing decisions based on customer service; for 19% it’s the single most important factor when deciding which companies to patronize.”

Forbes

Higher profit margins = higher profit

Selling a product is good. Selling a product with high profit margins is better. Look for a product that’s going to offer the services your customers want, but at a profit margin that allows you to actually make some money. Otherwise what’s the point?

This doesn’t mean cutting corners on the quality of your product. Do your research and find a VoIP platform that offers high-value features with healthy profit margins.

Offer a free demo

Seeing is believing. Offering a free demo of your product is a great way to convert shoppers into buyers. Make sure you have a clearly defined process for requesting a demo. Put a signup form on every page of your website and promote it on social media to draw in new followers or even customers who haven’t upgraded yet.  

Keep the demo short and engaging. People don’t have long attention spans, so highlight the most important and impressive features of your platform and the benefits they deliver. Practice your presentation just like you would a speech to balance timing with impact.

Create a marketing plan

Selling the best product in the world won’t do you any good if no one knows you’re selling it. That’s where a marketing plan comes in. Depending on your budget, you may consider hiring someone to help with this. But if your budget won’t allow for this (yet), don’t throw up your hands in despair.

Google “create a marketing plan” and you’ll get millions of results. Find one you like and start planning.

We like this five-step plan from Entrepreneur:

  1. Take a snapshot of your company’s current situation
  2. Define who your target audience is
  3. Make a list of your marketing goals
  4. Research marketing tactics
  5. Set your marketing budget

Be consistent with your billing

Woman managing invoice

Selling isn’t the only component of a successful business. You also need a strategy for billing and collections that are suitable for a VoIP business. Hopefully, you’re selling a platform with built-in billing capabilities like sending invoices and reminders. Then follow some industry best practices to be consistent with your format, preparation, and delivery.

Make sure your terms are clear and you send invoices regularly. Follow up on unpaid invoices. Make sure your invoices are easy to read and understand, and do what you can to make it easy for customers to pay them.

Know your product

This may seem like a no brainer, but it’s worth mentioning because of how important it is. Don’t just memorize a list of facts about your product. Use the platform you’re selling and learn it inside and out to understand what kind of experience you are offering to customers. Facts are important, but customers can tell when you don’t really know what you’re talking about. Expect the same for any staff working with or selling the product. Invest the time in training your employees and you won’t regret it.

You should also stay current on industry changes. Join newsletter lists and subscribe to industry-specific magazines and blogs. Keep up with trends and innovations so you can tell your customers about the latest news instead of the other way around.

Offer a feature-rich platform with services your customers want

Selling solutions your customers actually want is important to your success. VoIP works in many different ways, so make sure you’re selling a platform that offers the most popular services like hosted PBX, SIP trunking, and hosted call center.

Pay attention to the add-on features as well. Things like mobile apps, presence, and integrated messaging could be the final selling point for a potential client to select your VoIP business.

Bundle with other services

Take advantage of your most popular services and bundle your new VoIP offering with those to maximize value for prospects. And don’t forget about your existing customers. Offering a new service like VoIP is a great opportunity to touch base with your current customers and remind them about all the great services you offer, as well as upselling them with your new offerings.