This article is the second in a series of 10 articles on the techniques which can be used to get Roaming Partners to sign Roaming Agreements with you. Seduction may not sound like the right word for the skill needed to get other Operators to be your partner, but what we really mean here is that you have to “win them over” to your way of thinking. These articles are intended to help you get your roaming agreements signed and launched quick!
These days the world is getting smaller, travel in general simply feels more possible than its ever been before. But we don’t all get to travel as much as we might like, especially for important business and sometimes this is not wise but we have to live with it and understand our companies bigger picture.
I just landed in Dubai for the GSMA BARG 81 Conference, so I’m going to meet lots of Roaming people in the coming days and make business. But the truth is that the majority of Roaming teams in GSMA Operators don’t get to travel or experience roaming. So some imagination is needed to get the relationships progressing and build rapport from the comfort of your desk. We all need to be multi-culti these days and its a time investment that saves time and pays off tremendously well.
The Basic Technique: Approach each Roaming Partner with an awareness of their culture. This means that you have to imagine yourself travelling in their culture. What is it like? How do they do things? Whats unique or admirable about their culture? Talk to them about it. Tell them how important it is to your Roamers and how interesting it will be when they can Roam to that country.
The Seduction: Greet and thank your Roaming Partners in their own language. This may seem difficult, but it is not really. You can easily download a list of the web of how to say hello, goodbye and thank you in over 400 languages. Make a point of personalising your greeting to each partner so that your request will be remembered and rewarded with an answer. They will thank you for your efforts even if your entire message is not in their language.
This works because your potential Roaming partners will remember you and if you have performed well, this means that your request is going to be prioritised and treated differently from others. Let us just remember that our colleagues working in other Operators may have a priority list to work to, but they will also have their own favourite people in the Roaming Partners they like to work with. Be one of them.
Look out for next weeks article on Technique Number 8.
Grow Roaming Consult Rocco.