Agreed. Highly-considered purchases like telco infrastructure are not
as much a push as a pull sale. It's about being in the right place at
the right time with all the right answers. Almost like buying a home.
Since the turnover is SO long with core business process equipment,
it's almost a beauty contest when the time comes around.
A better analogy would probably be in luxury car buying. You need to
look good, have a good feature set, be luxurious to drive, have all
the right bells and whistles above and beyond basic requirements, and
then of course have a track record of reliability and great service.
Just my $.02
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On Apr 25, 2007, at 10:52 AM, SIP wrote:
Businesses RARELY are in a position to choose new Telco systems
providers. Oftentimes, that sort of decision is made by whomever
leases them the office space, or was made once back in the
beginning, and they've had no real reason to re-evaluate their
service/provider. There are, however, plenty of Telco events where
the providers hawk their wares and the installers tout their
expertise.
Cold Call/Networking/Word of Mouth are decent methods of getting
your name out there as an alternative, but be prepared to run into
a great many situations in which the system or provider they have
'works well enough' so they're not interested in changing.
shadowym wrote:
Thanks for the advice.
Maybe I should clarify what I was asking. It's not so much the
how but the
what.
What are people doing to get PBX Sales/Support business. I know
how to get
IT business but potential customers still see the Telco business
as quite
different and are used to using separate companies for that.
What I was asking is how the traditional telco guys get new
sales/support/consulting business. With IT it's usually a
combination of
cold call/networking/word of mouth. I'm hoping that Telco is the
same but I
never see any telco guys at networking events so I am thinking
they cold
call and advertise targeted at business owners. I'm not sure though.
-----Original Message-----
From: dave cantera [mailto:[EMAIL PROTECTED] Sent:
Tuesday, April 24, 2007 9:12 PM
To: Asterisk Users Mailing List - Non-Commercial Discussion
Subject: Re: [asterisk-users] Marketing 101
shadowym,
best thing to do is talk to a lot of consultants, coaches, and
marketing
people... take the approach you do with learning open source only
reverse
it... instead of reading source (internal) ask people
(external)... it is a
big undertaking and the most important task you have...
marketing is a bigger task than the technical (for a tech
anyway) don't go it alone....
nothing happens without marketing (and sales)... marketing is *not*
sales...
daveC
shadowym wrote:
I have some general questions about marketing. Lot's of
technical info but I was wondering how people are getting the
business to begin with. I'm from the IT end of things but Telco
is quite a bit different. Is cold calling still the way to go or
networking? General
stuff like that.
Are there any resources on the web I can search for? Any
suggestions would be appreciated.
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