Best Sales Practices for dishNET

Since dishNET internet is a fairly new service, everyone is still learning the ins and outs of selling what is best for the customer.  Now that we have been in the game for a few months, some trends have emerged, and below describes those emerging trends so you know the best way to sell this service to possible dishNET customers in your area:

Gamers:

Those customers indicating they having gaming units, like Xbox or Playstation, are generally not happy with the dishNET service.  The delayed response time from satellite back to earth interferes with the ability to successfully game while online.  DishNET is not recommended for this style of internet user.

Multiple Dwelling Units/Multiple Dishes:

Those people living in a multiple dwelling unit may have a limitation to the number of dish units they are allowed to mount on their porches.  Additionally, many homeowners were not aware that multiple dishes would be required.  This creates an aesthetic issue for the homeowner or dweller, and disappointment that not one unit can be used for both internet and video.  Be sure to clarify this with your potential customer, noting that there is not a plan for a solo-dish solution coming anytime in the near future.

Data Caps and Throttling:

Some potential customers may be hesitant about using dishNET, even though their internet usage falls within a specific data plan.  When speaking with potential customers about using dishNET, shDoc1ow them the Plan Selector Tool to right-size their internet needs.  This tool easily converts normal internet activities into a usage estimate and gives you a personalized data package recommendation.

 

In addition to data caps, many customers are concerned about throttling.  Because so many have generated a very large cellular phone bill because they have exceeded their monthly data cap, they believe the same will happen if they exceed their internet data cap. This is not an issue with internet usage, as it will only slow down the data speed until the data cap resets.  Resets happen monthly, on the anniversary date of activation, and are throttled to about 128Kpbs to 256Kpbs.

Urban Issues

It is always important to remember dishNET is not offered to or recommend to those in urban areas.  There are better and less expensive options for those living in metropolitan areas, so trying to sell dishNET to someone living in or near a large city is only going to result in a future cancellation, as they will eventually find a different service for a lower price.

Being aware of these points can prevent cancellation or refusal to purchase from the beginning.  Remember to always keep your customers’ needs and situation in mind so you can always offer them what they need from the get-go.  This will not only help generate more sales, but prevent those from cancelling service.

Advertisements

2012 – The Year for Satellite Broadband.

With 2012 coming to a close, we can all reflect on our businesses and the changes we have experienced. One change in particular stands out to me: 2012 was the year that satellite broadband became a solution that was applicable to all households, not just those that live in rural America.  This change brought about new pricing and reasons for our retailers to sell this to all customers.

TECHNOLOGY UPDATES

ViaSat and HughesNet , the two largest satellite broadband providers, launched new satellites this year.  This means our industry saw a change in technology, which allowed satellite broadband resellers the opportunity to compete in markets that were once out-of-reach for the satellite broadband industry. The launch of ViaSat-1 and EchoStar XVII gave satellite broadband providers the ability to offer speeds that rival that of digital subscriber lines and this improvement in technology and speed gave DISH Network the opportunity to provide their customers with a true television and broadband bundle in one bill. In October 2012, DISH Network launched DISHNet, their satellite broadband service. DISHNet’s variety in plans and speeds gave retailers the services their customers have long desired.

PRICING & SPEED UPDATES

I’ve included a small outline for the DISHNet services, when bundled with DISH satellite television.  As you can see, the prices can fit any budget, so there is no reason why they shouldn’t be offered when you have a new customer walking in the door.

DISHNet Plans when bundled with DISH TV service:

  • $39.99/mo.
    • 5GB Anytime Data
    • 5GB Bonus Data
    • Up to 5mbps download &  1mbps upload speeds
  • $49.99/mo.
    • 10GB Anytime Data
    • 10GB Bonus Data
    • Up to 10mbps download &  1mbps upload speeds
  • $69.99/mo.
    • 15GB Anytime Data
    • 15GB Bonus Data
    • Up to 10mbps download &  2mbps upload speeds

DISHNet offers not only competitive speeds for customers and multiple options for different internet users, but a healthy revenue streams for dealers. With 90% of DISHNet customers also bundling their broadband service with DISH  television programming, the bundle through DISHNet is a win-win for customers and dealers.  As internet consumption continues to rise in the U.S., satellite broadband will continue to be a reliable and viable solution for retailers and their customers.

WHAT ABOUT 2013?

With the technology changes, you can only imagine how much more technology will advance in the next year.  Faster speeds, more competitive pricing and more data options are all feasible for the coming year, which only means better sales and better product/service for your customers.  As the satellite broadband revolution continues to grow, they will only continue to face and overcome the challenges facing the industry regarding speeds, data and efficiency of equipment.

Join in on the DISHNet parade (see video below) and get your customers running in for satellite broadband.

What do you think about the satellite broadband revolution?  How do you sell or promote these products and services to your customers?  We’d love to hear your feedback!

https://www.youtube.com/watch?NR=1&v=Ug_pBYyN_SU&feature=endscreen