Friday, November 14, 2008

Pitching Property Managers

If you want to get into an MTU or MDU, you need to win over the Gatekeeper. That would be a Recruiting exercise. So what's the process?

  • You make a list of the top 10 property managers that you want to talk to.
  • Google them.
  • Facebook friend them.
  • LinkedIn to them.
  • Follow any Twitter feeds.

Next part of the recruiting is meeting with them for breakfast, coffee, lunch once or twice a month. Keep notes. Have a gentle Pitch scripted.

If it doesn't work, keep contacting.

The contact and meetings should be about being a resource. How?

  • Provide them independent research about the value of having an alternative broadband provider light the building.
  • Talk about Redundancy, Business Continuity, and Disaster Recovery.
  • Fast installation interval may be important for some clients.
  • The building is "wired" and redundant. It's an e-Building.
  • How deep are your current lit buildings in penetration and vacancy rate?

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