It’s continuous
Marketing, just like sales, is a continuous process. Whether you are a one-man band or a multi-million-pound organisation, you are always promoting your company with a view to winning new business.
Jola partners, looking for marketing support, are often thinking about a single campaign to promote a new product. Those that view marketing as part of their continuous sales strategy are often more successful. These partners update their website, add to their proposal templates and create new support documentation. Their sales teams are trained and sell new services alongside core services.
It helps to build relationships
Building relationships in marketing is just as important as in sales. Partners often approach Jola with a new database and are hoping for copy to instantly generate leads. Unless they first build the relationship, marketing is likely to have a similar hit rate as sales would cold calling. By researching the list to understand who you are talking to, what existing solutions they have, any issues and alternative solutions etc. you can tailor your messaging and improve your hit rate.
Marketing helps to build relationships by making an introduction, who you are, services you provide and how you can help to meet an existing requirement. Marketing campaigns need to grab attention, generate interest, desire and provoke an action for sales to follow up.
It promotes solutions
In the same way, good sales people ask questions to understand requirements rather than leading with features, good marketing does the same. Getting the right message to the right people at the time is the objective. Continuous research, messaging and measuring will help to achieve this.
Partners request white label materials they can rebrand and use as part of their sales process, which are available. We have created branded and co-branded materials on request. Re-branding campaigns needs more research to highlight problems and propose solutions, promoting an element that you provide that your competition does not.
Jola is a wholesale provider of internet connectivity, hosted telephony and mobile solutions. We are channel-only, so focus on providing the services our partners need, to integrate new products profitably.
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