MANUAL HOW AND TO WHOM SELL VOIP Version 1.0
What is VoIP? Voice over Internet Protocol (VoIP) is a protocol optimized for the transmission of voice through the Internet or other packet switched networks. VoIP is often used abstractly to refer to the actual transmission of voice (rather than the protocol implementing it). VoIP is also known as IP Telephony, Internet telephony, Broadband telephony, Broadband Phone and Voice over Broadband. Voice over Internet Protocol has been a subject of interest almost since the first computer network. By 1973, voice was being transmitted over the early Internet. The technology for transmitting voice conversations over the internet has been available to end users since at least the 1990's. In 1996, a shrink-wrapped software product called Vocaltec Internet Phone Release 4 provided VoIP, along with extra features such as voice mail and caller id. However, it did not offer a gateway to the analog POTS, so it was only possible to speak to other Vocaltec Internet Phone users. In 1997, Level 3 began development of its first softswitch (a term they invented in 1998); softswitches were designed to replace a traditional hardware switchboards by serving as the gateway between two telephone networks.
Who is your Client? Newly established companies often do not have any terminated contracts. Companies have planed investment to PBX, phones etc. You do not offer to change fixed line facility as you do offer usually. Newly established company/branch It is a very good opportunity to offer your services You can sell your services easily. Installation of the system does not require much money. You can sell service such as Print2fax Fax2email and your client will be able to send and receive faxes even he does not have his office yet. Growth company has extra needs to PBX Rising number of employees informs us about expansion of PBX requirement It is difficult to control incoming calls. You can offer IP PBX, which will be usable with many more users. Try to offer solutions such as IVR, smart routing etc, integrations with client CDR etc. Company plans to move to new office Rising number of employees informs us about expansion of PBX requirement Moving process and relocation of fixed line telephony is long and difficult period, in which client can hardly control everything and avoid problems Extra charge for PBX, numbers moving,cabling and other processes. Offer to renew telephony in old office and moving process will be very easy client can replace equipment by his self without any problems (portability). Try to offer solutions such as IVR, smart routing etc, integrations with client CDR etc. There are no extra charge for such works (except cases when client can not do everything by him self). Company which has branches They do not have common local (short) numbers have no possibility to call to branch in short way for e.g. 212. Company has to pay for such calls (in standard cases) You can install PBX in all branches and every user will have his own short number they can call to their colleague dialing short number. You can ask for current telephony invoice and compare charges. Calls are cheaper than calls of traditional telephony.
Company which wants to save money Usually consumer pays high subscription fees or topical calls destinations are very expensive. You can ask for current telephony invoice and compare charges. Calls are cheaper than calls of traditional telephony. If you are the internet provider.. Companies do not feel confidence with new services provider. Use this situation and offer IP telephony first! How to sell VoIP? Before we sell this product, we must know about it everything and try to present it to our client (short presentation of technology and its points). You may be a competent operator: Can give new DIDs; Can pass DIDs from another operators Calls are available: internecine, local, long-distance, mobile, international; You may use well-tried and safe equipment (IP PBX, phones, adapters). Lets know and understand the demands of clients: Economy compare charges and show the benefit, which client will get if he chooses your services; Functions use your strongest case against standard telephony. Accent clients problems: missed calls, high fees, old equipment etc. ant try to present your product as a solution of all his problems; When you give your proposal, fix that usually people do not understand the nicety and benefit of new technology, so try to explain everything simply (which equipment he should choose, which functions are really useful and etc). Often we can hear that client doubts for quality of voice and services. Some companies few years ago tried to use IP telephony (international calls) and chagrined in technology. In this case you should explain that low quality could be because of internet quality, configuration mistakes, bad equipment etc. Try to offer to test your VoIP services
How to compete with traditional telephony? Important problems of fixed line telephony: Limited extension of PBX; Imperfect simultaneous calls number; No common local (short) numbers between branches; Slow installation of changes in all telephony system maintenance is done of few companies (cabling, PBX changes, system changes); Limited ability to transfer, forward calls; Paid calls between branches; Slow and expensive installation when moving to new office; No possibility to integrate telephony system with computer systems. Advantages of fixed line telephony: Well tried quality of calls, services; Well known technology; Sometimes it is difficult to rival if you can not to offer good prices of calls. Advantages of VoIP: Extra functions (conversations recording, statistics of calls, IVR, DISA etc.; Faster and cheaper installation of the system; Portability; Integration with computer systems; Free calls between company s branches; Free calls in your network; Lower subscription fees; You can use your current LAN no need to change infrastructure; No limit to simultaneous calls; Not limited number of users connected to PBX; Remote and fast maintenance;
Comparison Standard telephony PBX need investment to be extended. Client needs more DIDs expensive installation, high monthly fees. Non optimal used internet. Limit to simultaneous calls It is difficult to control incoming calls for growth company. IP telephony If you buy IP PBX, you will not have problem like this because this PBX can serve more than 300 users. Fast installation, lower fees. Client can use his internet for voice. It is very important to have more simultaneous calls Offer solutions such as IVR, smart routing,calls forward, integrations with client CDR etc. Why I need this service? Client s Questions Why it is better than standard telephony? What solutions do you offer if system fails? We have tried IP telephony and we did not like the quality. Other alternative operators, why choose you? Your Answer You can mention all client s problems (missed calls, high fees..), accent new functionally technology. Functions, portability, no limitations. All USA and many Europe countries choose this service because of advantages of new technology You may inform client why system could fail and what methods do you practice to solve problems. Explain that low quality could be because of internet quality, configuration mistakes, bad equipment etc. Try to offer to test your VoIP services. Your biggest rival is the operator, which is the internet provider. He can control the quality of VoIP services very fast and if the system fails (internet or VoIP) he solves all problems. If you are only a VoIP services operator, try to find a best provider, which could offer VPN (Virtual Private Network) for voice. The price of your services will increase but the quality will be better.
You should know it before installation Be sure that you know all situations especial you do not have many experience! There is given recommended questioner with some cases and advices.
The procedures of selling and installing There is a description of main procedures when sell VoIP services.
Configuration file of IP PBX There is given an example of IP PBX configuration file, it is very useful to fill it before installation of the system. IP PBX configuration Equipment Short number Users name Local number Grandstream GXP 2000 211 John 639156739713 Grandstream GXP 2000 212 Ann 639156739713 Calls row (after "X" ringing signals) Local number Short number 639156739713 211212 Fax to email Fax number Email 639156739713 info@sample.com
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