www. How To Sell Telecom.com 1 Agents, Consultants & Vendors How working together creates synergistic value for business customers From the “How to Sell Telecom” Series

Who is this webinar for? 1.Agents & brokers 2.Consultants & auditors 3.Vendors, providers & carriers

TA’s moderation qualification & goals 1.Dan Baldwin – 20yrs 2.ATEL – 2 yrs 3.TA – 14 yrs 4.Help customer better & make + $ 5.Prevent this…

“The Good, the Bad & the Ugly”

Know who needs what to win How do you get a three-way win?

4 things to know about auditors & consultants 1.“Shared savings”, hourly or flat fee 2.Must show value that’s much greater than fee 3.Repeat business hard with smaller clients 4.Constantly “hunting” vs. punching proposals

Helping auditors & consultants 12 ways 1.Show benefit of agency pricing over retail pricing 2.Show how agency gets treated better than retail 3.Show how agency has true access to “wholesale pricing”

Helping auditors & consultants 12 ways 4.Lead with “better design” (commodity pricing = no switch) 5.Price only vetted, trustworthy vendors 6.Provide non-retail, non-published rates 7.Must be “Special Deal”

Helping auditors & consultants 12 ways 8.Don’t offer them money (really)! 9.Don’t contact customer 10.Push vendor agnostic design first 11.Push “better, cleaner cuts” & 24/7 people 12.Be their slave

3 things agents want 1.Residual commission from “found” business 2.Referral to other consultants & auditors 3.Stay focused on generating proposals, finding the best solutions, rates & providers

Helping agents 4 ways 1.Auditors - Trust agents not to “backdoor” your deal 2.Let them know if it’s a no switch “pricing only” deal 3.Let agents have a few points for a special deal 4.Providers & auditors – don’t “backdoor” the agent

3 things carriers want 1.Steady supply of “low labor” business 2.Build their name & reputation as solution provider not “commodity” 3.To know best way to access consultants

Helping the carriers 4 ways 1.“Own” the solution designed. Why? 2.Carriers only provision the “piece parts” ordered 3.The longer the term the happier the carrier, and 4.The happier the carrier, the better the deal(s)

The critical importance of “channel management” 1.What’s really a “zero commission” or wholesale deal 2.Discourage (i.e. punish) publication of non-retail pricing 3.Vendors - Let agents do auditors & consultants

Bottom line synergy? 1.Auditors & consultants have a great pitch, “No savings, no fee” (but…) 2.Agents crank out cost analysis & proposals fast 3.Each earns more by just doing what they do best 4.Vendors focus on great customer service

What’s Next? Take “the test” Join/contact Telecom Association Ask for the TA list of auditors and consultants that might work with agents