How to Find Local Businesses That Need Help With Their Communications

A telecoms agent does not need to contact every company in the area. A more effective approach is to look for trigger events that naturally create a requirement for new connectivity, Wi-Fi or telephone services.

Look for companies moving premises

An office move creates an immediate need to consider installation lead times, number porting, cabling, Wi-Fi, security, business phones and backup connectivity. Build relationships with commercial property agents, office fit-out firms, electricians and removal companies.

Identify growing businesses

Companies recruiting staff, opening branches or moving into larger premises may need more internet capacity and a more flexible phone system. Signals include job advertisements, new office announcements, investment, acquisitions, new vehicles and additional regional locations.

Map business parks and commercial estates

Create an organised list of local industrial estates, business centres, serviced offices, medical centres, warehouses and hospitality venues. Record public information, decision-makers and likely renewal dates rather than sending indiscriminate messages.

Listen for common complaints

• “The Wi-Fi is always dropping out.”
• “Calls do not reach me when I work remotely.”
• “We cannot get through to our provider.”
• “Nobody knows how the phone system works.”
• “Our contract renews soon.”
• “We are moving office.”
• “We need separate guest Wi-Fi.”

These comments are invitations to ask further questions, not a reason to immediately issue a quote.

Build referral relationships

Accountants, managed IT providers, property agents, office designers, cabling contractors, business coaches and insurance brokers may hear about communications needs before you do. Create reciprocal relationships and make useful introductions in return.

Record renewal and notice dates

Encourage prospects to locate invoices and contracts. Record the end date, notice period, current provider, monthly cost and known issues. A customer unable to move today may become a strong opportunity six months before renewal.

Ask the best opening question

Try: “What communication problem creates the most frustration for your business?” Once the problem is clear, the agent can involve 39T to assess connectivity, Wi-Fi, business phones or security.