By David Goodwin, Principal and Co-Founder, ATC

Telecom agents:

It seems like so many folks that maintain IT positions in mainstream corporate America feel that they know it all (or close to it) and that any telecom agent/consultant/professional that might enter their doors is treading on their turf or invading their territory. They fear we might expose any poor decisions they have made in the past; create more work for them even as we help them do their jobs; and (God forbid) ask them to make a change to another provider that will improve upon the one they have today, what they are spending today and how they are doing things today.

Treating the aforementioned as fact, cold calling, telemarketing, direct mailing, e-mailing and faxing these IT decision makers or their bosses will (and do) offer very low rates of return. These somewhat boring approaches don’t put you in touch with anyone new and teach you very little. All of these methods of prospecting serve as great supplements, but need to be just that -- supplements.

Seminars, conferences, expos, trade shows, local chamber events, awards ceremonies, your kids’ activities, hotels, airplanes and crown rooms are better approaches. They are all more fun, more comfortable and relaxed atmospheres for meeting these impenetrable folks as well as their bosses. Additionally, referrals easily can be obtained from customers, colleagues and/or strategic alliances at breakfasts, lunches, dinners, over drinks or a round of golf. Many of these people are very busy people that often introduce you to other busy people who would never have seen you, or met you, any other way.

In the last couple of years, I have sold, learned, met more people and had more fun than ever before. Every company needs the services a telecom agent offers -- get out there and meet someone new, and have fun doing it!

David Goodwin co-founded Advanced Technology Consulting Inc. (ATC) in 1999 to introduce a new approach to selecting, managing and optimizing telecommunications services. He leveraged more than a decade of experience at Cable & Wireless where he learned all aspects of the telecom industry and earned national awards for his performance. Goodwin also is a member of the PHONE+/Channel Partners Conference & Expo Advisory Board.