Master Agent Featured Article
Improve How Customers Look at Master Agents by Exuding Confidence
April 10, 2012
Master agents such as Telecom Brokerage (News - Alert) Inc. are tasked with the responsibility of selling telecommunication services for service carriers in addition to managing partners, or subagents, who sell a specific carrier’s products, offering back-office support, experienced consultation and product training.
If a customer is looking for Internet, data, local, long distance, mobility, managed services or phone systems, master agents offer cost-effective solutions and will help customers choose the best option for their specific needs.
In the ever-changing technology world, master agents must continue to come up with new ways to provide more and more value to their clients.
According to Dany Bouchedid, “Clients’ motivations vary. They may need the highest level of security to protect sensitive, confidential data and be reluctant to divulge their identities and plans to all but the winning contractors in the final stages of negotiation, or they may be guarding their strategies and plans from competitors. In other cases, a business unit needs to collect information to make a business case for new initiatives and its leaders prefer to remain anonymous until the initiative gets approved. This last scenario presents challenges because it often can result in an agent expending resources for projects that never get off the ground.”
He added, “But these situations can provide an invaluable opportunity to embed your organization deeply in the client’s procurement process, and some judicious patience and tenacity eventually can lead to great rewards. “
Therefore, truly comprehending the crucial role of confidentiality to both current and prospective clients can be the difference between continuing to expand within new areas and remaining stagnant. Master agents are key to providing a personalized level of support to their network of partners, offering expertise when needed.
While offering a way for service carriers to see an increase in sales, the selling remains in the hands of master agents, helping to drive the level of confidence everyone feels within their designated roles.
Edited by Rich Steeves
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