Telecommunications
The client changes operator only at expiry, and nobody knows the expiry date
Connectivity, cloud switchboards, corporate networks, dedicated fibre. In B2B telecommunications the client signs multi-year contracts and then forgets about them until the automatic renewal. Those who sell telco services to businesses therefore live on timing, and timing can’t be improvised.
The starting point
The challenges we meet most often
Challenges 1
Long contracts with automatic renewal
The client is tied to the current supplier and doesn't know when they can leave. If you contact them at the wrong moment they say no, and they're right.
Challenges 2
Price war with the big operators
On price per megabit the big players always win. A smaller operator or reseller has to sell service, response times and a dedicated contact.
Challenges 3
Decision maker with little interest
Connectivity is seen as a utility bill. As long as it works nobody wants to talk about it, and when it doesn't work there is already an emergency.
The method in the industry
How we work in this industry
We work on companies with several sites, warehouses or operating points, where the network really weighs on operations. We use as triggers the opening of new sites, relocations, mergers and changes of IT manager. The message doesn't talk about price but about a recognisable problem: poorly connected sites, an old switchboard, too many contracts to manage. The first goal is a review of existing contracts, which brings the expiry date to the surface and opens the conversation at the right moment.
Who we talk to
IT or infrastructure manager
They manage lines, sites and switchboards. They want guaranteed response times, a contact who responds and a network that doesn't go down.
Facility manager or head of general services
In many companies they manage phone contracts and utilities. They look at costs, expiry dates and the number of suppliers to manage.
CFO or head of administration
Sees the total telecom spend and often doesn’t understand it. Listens to whoever offers to simplify it and make the bill predictable.
The objection we hear most often
«Clients are tied to their current operator, it's pointless to contact them before the contract expires.»
That is exactly why it pays to contact them now. Only someone who has looked at the contracts knows the expiry date, and the client usually hasn’t. If you do the check, when renewal time comes you are the only one who knows.
Recommended services
The channels we use here
Multichannel Outbound
Three channels coordinated on the same person. A name already seen on LinkedIn makes the email expected, and the phone call comes when there is something to say. We multiply the opportunities, not the insistence.
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Lead Research
Tailor-made B2B lists from our proprietary database of over 3 million Italian contacts, with the right decision-makers, verified emails, direct phone numbers and enriched data.
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Frequently asked questions
Questions about the industry
How do telecommunications operators and resellers find business clients?
By focusing on companies with several sites or specific network needs, and offering as a first step a review of current contracts. It is an easy proposal to accept and it brings to light expiry dates and problems on which to build the offer.
Does telemarketing work for selling telco services to companies?
Blanket telemarketing has burned the channel, many companies hang up as soon as they hear about lines and rates. A phone call works instead if it comes after an email or a LinkedIn message, to a person who already knows who you are and why you're calling.
Who decides on telecommunications services in a mid-sized company?
Often no one exclusively. The IT manager chooses the technology, general services or administration manage the contract, the CFO looks at the total. That is why we write to at least two of them, with different messages.
Your market is in the industry telecommunications? Let's talk.
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