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Sales Rep's Little Helper
Boost your income by offering these valuable services to your present client list.

By: John Shepler

As a manufacturer's representative or independent sales rep, you are always on the lookout for products and services that can strengthen your line card. In the current environment of chaotic financial markets and economic weakness, it's even more important to make each sales call count. What you need to do is present options to your customers that can save them money as well as meet their productivity needs. Could you use a little help?

Would Your Clients Like to Save Money?
I'll make the assumption that you are involved in B2B or business to business transactions and have a list of clients that you routinely call on, along with new prospects as opportunities present themselves. What I'm going to suggest is that you keep doing just that, but add business telecommunications services to your list of offerings. No need to change your routine. Just mention that you now also handle competitive telecommunications services that can potentially save your clients considerable money.

Nobody is going to brush you off for trying to save them money. These days their ears should perk up nicely when you mention the opportunity. But to be taken seriously, you may have to make some suggestions or ask some probing questions.

Yes, You Can Easily Offer Telecom Services
Now don't squint your eyes like there's no way you can get involved in something so technically obscure as telecom line specs. You don't need to get into that detail. There will be an entire team backing you up. Members of this team know the ins and outs of telecom line specs and contractual provisions. They also know how to find the best option when there may be a dozen or two possible solutions to sort through.

Your role is simple. You need to find out in general terms what telephone and data services your client now purchase and if they would consent to receiving competitive quotes. For instance, most companies have a telephone system of some type. Is it just a few phones with analog lines or a PBX system with dozens of phones? How many outside lines do they have? Are they incoming, outgoing, local, long distance or a combination? How about broadband Internet service? What speed do they have now? Do they have a need to connect to other offices in the same company or feed inventory and sales data back to headquarters? What connects their point of sale terminals? Do they maintain a WiFi hotspot? How much do they spend for these services and are they happy with what they have?

Once you have the basic business contact information and needs list, you simply enter this information into a Web-based form in your private online "back office." From there is goes to an experienced technical and sales consultant who evaluates the request, gathers more detail if needed and works with competing service providers to get the best deals. These are presented to your client for approval, with your involvement if you wish. If the terms are attractive, the consultant will take care of coordinating the contractual paperwork and getting the service installed.

Here's Why This is Worth Your While
As you can see, offering these additional services isn't going to take much additional effort or require a lot of training. But what's in it for you? What you get for your effort is a commission based on how much your clients spend monthly on the services they buy through your recommendation. Many of these services such as T1 lines, ISDN PRI digital telephone trunks, DS3 dedicated Internet, and Metro Ethernet are far more costly than residential services and can easily be worth your while. By the time you've got a number of your regular customers using these services you'll notice a couple of things. First, they'll actually thank you for saving them money every month. Second, you'll have a tidy residual income to supplement what you earn now.

Interested? Great then get started right now by filling out a quick application form online. There is no cost or commitment involved. But chances are that you'll want to get this going as soon as you can.

But I'm Already in a Technology Business
If you already happen to have an established business telephone or computer networking sales and service company, then you may be more interested in  becoming a VAR or Value Added Reseller. You still get the ability to offer business telecom services, but you'll also be able to receive free leads from prospective customers looking for your products and services.

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Site last updated: May 16, 2010