Telecom Association has over 50 vendor members that all have the same dream. "Once TA's members hear about my great service they'll stop whatever they're successfully doing and expend great resources to suddenly start selling my service 24-hours a day!" (Of course they will!)
Well Herb Levitin of Wholesale Conference is much more of a control freak (in a good way) than most TA vendor members and (after just a little bit of prodding by me) has decided to get a bit more personally involved in making sure TA's members are passing on the information about his conferencing services to the agent's existing customers and prospects.
Herb's fairly well thought out vision is to enable TA's members to sell his audio and web conferencing solutions under the agent's own brand to the agent's existing customers and prospects. Why would an agent get involved in equipment-less conference resale instead of simple conference agency? To build his or her own brand instead of the conference provider's brand and to guarantee that new conference business accounts gleaned from conference bridge visitors come through the agent's new conference customer portal and not the conference provider's.
Well, that's a great vision and all, but
the vision alone does not solve the problem of the agent having more profitable things to do than create private labeled conferencing marketing materials from scratch. Not a problem. Herb's packaged the best five conferencing sales pitches under a single email ready document and is making it available to his agent conferencing resellers. ATEL Communications is one of his first resellers to take the three-point sales pitch and pass it on to ATEL's 3,500 in-house email customer prospect list to see what sort of "easy conferencing sales" can be generated according to "the vision".
Take the Conference Call 5-Point Challenge
Herb doesn't claim his white-labeled conference solution is equal to or merely cheaper than what agents can get through the big conference providers like ACT, Premier or InterCall, Herb's bold contention is that his solution is MUCH BETTER and can be cheaper than the biggest conference providers. That's a decent strategy, arguing that "my conferencing is better on these 5 reasons" because let's face it, conferencing can be kind of boring. Turning it into a "playground shoving match" at least spices it up a bit to get agents to take a look at it.
Click here to see the ATEL blog post ATEL has published to get the "5-Point Conferencing Argument" started in front of ATEL's 3,500 customers and prospects that they email every month to maintain their telecom and technology mind share.
Click here to see the ATEL email newsletter that actually gets emailed out to ATEL's 3,500 record customer and prospect email list that prominently displays the link to the 5-Point Conferencing blog post.
The best thing about this 5-Point argument is that point number one is an interactive test, it challenges the reader to listen to press three buttons and hear the audio quality difference that Herb's talking about. It's actually kind of fun to do because it gives one the anonymous opportunity to see if Herb's got a real point of if he's some kind of conferencing nut. (I think he's got a point.)
The second "best thing" about Herb's 5-point argument is that it's a numbered list. Adding a numbered list or "count down" to any marketing piece is a great technique to get only semi-interested readers to at least look at all the items on the list before moving on. The technique also shows respect for the reader's time because it suggests that you as the salesperson have at least put a bit of thought into and organized your sales pitch.
Put Herb's "5-Point Conferencing Pitch" In Front of Your Customers for Easy Money
I've interviewed a lot of successful and semi-successful master agents over the past several years. When I ask them "What would you do differently if you 'knew then what you know know'?" Over half respond, I'd have gotten into conferencing or mobile/cellular in a bigger way.
It's not too late for you to farm your customer and prospect base for easy conferencing money. Herb's done the hard work of creating the marketing piece. All you have to do is put the marketing piece in front of your customers and propspects with an easy blog post and email blast and then ask everyone you meet,
"Is your conferencing service expensive, "squeaky" or hard to use? Mine isn't. Use it free this month!"