Forget About The Past

I was re-reading a book Ipurchased a while back called "Cold Calling Techniques - That Really Work" by Stephan Schiffman.  It sits right next to another book called "Cold Calling is Dead".  Let's just say that I try to attack all angles in my daily sales routine.  Even before the introduction, in his preface he writes the following:

"Do you remember the excitement about teleconferencing?  It was considered Star Wars technology.  It would eliminate the burden and expense of travel.  Road warriors would be able to spend more time with their families.  Did that happen?  Or did this revolutionary Star Wars technology just lead to Return of the Redeye?"

Stephen was making fun, in 2007, of the industry that I'm promoting everyday....and trying to make cold calls into.  I did not realize the battle I faced 9 months ago when I entered this industry, and the stigma that video communication carried from many years of broken promises.  How many units are sitting in closets due to poor communication years ago, or high ISDN charges?

Well, I'm a fresh set of eyes for this industry, and let me tell you that the Star Wars technology is here.  It's cheaper.  It has High Definition.  It has reached outside the conference room, and into your homes.  I sit at home with a Brighthouse cable connection and make as many calls via video as I do phone.  Why?  Because it is reliable, cheap, and effective. 

I met a customer for the first time on Friday via videoconferencing.  There had been a change in command, and my previous contact had left the company.  The new CTO was interested in the Tandberg E20 (video phone) and MOVI2(for the PC), and we sent him the E20 for testing.  Out of nowhere my video unit is ringing, and I have the CTO on the line, using our product, and telling me the benefits.  Why is this call important to Interchange Technologies:

1.  It saved over to 500.00 in expenses for me traveling to Miami to meet customer.

2.  It accelerated the decision making process for the customer. 

3.  Reduced my carbon footprint by not traveling, and also saved me a lot of wasted time on the road.

If you are starting to look at this technology for the first time, or if you are still living in the past, it is time to see how easy and reliable videoconferencing has become.  The Star Wars technology is here, and it's continuing to get better.