Complete ICT — Industry Pitch Cards

Pitch Card 01 — 85% of new business

Automotive Industry

Smash repairers, panel beaters, mechanics, service centres, specialty auto. Your biggest vertical — learn this one cold.

Smash Repair Panel Beaters Mechanics Service Centres Auto Parts Specialty Auto

Who They Are

Owner-operated workshops and service centres. The owner is usually also the manager — they're answering phones, quoting jobs, chasing parts suppliers, and managing staff all at once. They don't have time for long sales conversations.

They're practical, price-aware, and loyal once you earn their trust. They want things to work, not to think about them.

Decision Maker & How to Reach Them

👤

The Owner / ProprietorAlways the decision maker. Not the service manager, not the receptionist. Get to the owner or you're wasting time.

🕙

Best time to call: 8–9am or after 3pmMid-morning they're deep in the workshop or on the floor. Early morning and late afternoon are best — they're in the office.

💬

Talk like themDirect, no fluff. They respect people who get to the point. Don't oversell — they'll switch off.

Their Real Pain Points — From Actual Customer Visits

📞

Missed calls = missed jobsWhen a mechanic is under a car, calls go unanswered. Customers book elsewhere. In a smash repair, one missed call is a $2,000–$5,000 job gone.

🚗

Workshop staff need to moveReal installs (Bosch Coburg, Fineline) always included cordless phones alongside desk phones — technicians can't be tethered.

🏢

Insurance company call routingSmash repairers get hammered with insurance assessor calls. They need lines that can handle multiple simultaneous calls without going to voicemail.

🌐

Outdated internetFineline Autobody needed an FTTP upgrade before we could set them up. Many workshops are still on old NBN plans that can't handle their booking systems, EFTPOS, and VoIP simultaneously.

💸

They shop around on priceA.B. Automotive specifically asked for a comparison/quote. Lead with value, not price — but be ready to show the numbers clearly.

🔇

No local supportWhen their system breaks, they can't wait 3 days for a ticket to be resolved. Their business stops. They want someone local who picks up the phone.

Opening — Permission Call

Use this opening word for word. Tested on real automotive customers.

"Hi [NAME], it's [YOUR NAME] from Complete ICT — the local Melbourne phone and internet support team. We've worked with a few workshops in the area and I'm just doing a quick check-in. How are things going at the shop?"

"The reason I'm calling — a few of your services look like they've come out of contract, and there are some new options that may work out cheaper and more reliable for you. Would you have 2 minutes for a quick account review?"

Hook line if they're hesitant: "Every missed call at a workshop is a missed booking. We help make sure that doesn't happen — want me to run through how it works?"

Discovery Questions — Automotive Specific

1"How many people are answering phones at the workshop day-to-day?"

2"Do your technicians need to take or make calls while they're on the floor, or is it all front desk?"

3"Do you get calls from insurance assessors that need to go to a specific person?"

4"When the phone or internet goes down — what happens to the business? How long does it typically take to get fixed?"

5"Are you using a booking system or workshop management software? Does it run over the internet?"

6"What are you paying roughly at the moment for phones and internet?"

Key insight: If they mention "phone drops out" or "internet was down for a day" — that's your close. Amplify: "What did that cost you in lost bookings?"

Typical Deal — Automotive Workshop

Small Workshop (1–2 bays)

NBN 100/40$115/mo

2 × Phone Lines$60/mo

2 × Cloud Basic$30/mo

Hardware: 1 desk + 1 cordlessOne-off

Monthly total~$205

Service Centre (3–5 bays) Most Common

NBN 100/40$115/mo

3 × Phone Lines$90/mo

4 × Cloud Basic$60/mo

Hardware: 2 desk + 2 cordlessOne-off

Monthly total~$265

With Network Protection

Above package$265/mo

Network Protection+$175/mo

Especially relevant for smash repairers handling customer data, insurance claims, and payment details.

Monthly total~$440

Under $400 MRR — close it yourself. Hardware quotes (phones, routers, access points) should be escalated to Sam for final sign-off on pricing.

Industry-Specific Objections

❌ "We're happy with what we've got."

"That's great — most workshops say that. Quick one — if the internet went down during a busy Monday morning, how long would it take someone to come and fix it? We've got a local team here in Melbourne."

❌ "Can't afford to upgrade right now."

"I hear you — what are you paying now? Most workshops we talk to end up saving money when we review it properly. What number are you on currently?"

❌ "We've got cordless phones already."

"Are they connected to the cloud system or are they analogue? If they're analogue, you're probably missing calls and there's no way to see call logs. Our cloud system ties everything together."

❌ "I'll have to talk to my accountant / wife / partner."

"Of course — makes sense. When do you usually catch up with them? I can call you back Thursday when you've had a chance to discuss — does morning or afternoon work better?"

Real Customers We've Won — Reference These

Bosch A.J. Car Service Centre

Coburg — Cloud system, 2 desk + 2 cordless phones installed

Fineline Autobody

Reservoir — FTTP upgrade + cloud phones, porting cutover

A.B. Automotive Services

Tottenham — Comparison/quote, signed after review

A1 Prestige

Williamstown North — Full service migration

The 4WD Shop

Seaford — Account review meeting, signed up

Maverick Equipment

Surrey Hills — Cloud system with 6 × T54W handsets

Mantello Motor Dealerships

Dealership group — multi-site phones, internet, full cloud setup

Star Motorworks

Workshop — cloud phone system and internet

Automotive Investment

Automotive group — full ICT setup across operations

Reference naturally: "We've worked with a number of workshops and dealerships across Melbourne — Mantello Motor, Bosch Coburg, Fineline Autobody. Happy to share how we set them up."

Pitch Card 02 — Second largest vertical

Early Learning Centres

Childcare, kindergartens, early learning centres. High value deals — one-stop solution. The Director is your person.

Childcare Centres Kindergartens Early Learning Special Needs Education Child Safe Compliance

Who They Are

The Director runs everything — they're responsible for compliance, staff, parents, and operations simultaneously. They are constantly time-poor and compliance-stressed. The last thing they want is to manage multiple IT and telco vendors.

Your pitch is simple: one provider, one bill, one call when something breaks. You take the entire ICT headache off their plate.

⚠️ From real appointments: Diana specifically noted — "Can you confirm the Centre Director will be at the meeting." Don't proceed without the Director. Anyone else is a waste of time.

The September 2025 Compliance Hook

From 1 September 2025, all Victorian early learning services must have formal policies for the safe use of digital technologies. This is your most powerful door-opener.

Compliance requirements include:

✅

Written ICT policy aligned with Reg 168Most centres don't have this documented properly

✅

Secure image storage — no USBs or personal devicesStaff using personal phones to photograph children is a liability

✅

BYOD controls for staff phones & smartwatchesNew requirement many centres aren't aware of

✅

CCTV aligned to privacy expectationsMany older CCTV systems aren't compliant

✅

Staff digital safety training (Reg 84)Training must be documented and repeatable

Their Real Pain Points

😰

Compliance overwhelmDirectors are already managing regulatory obligations — ACECQA, DET, local council. Adding digital compliance on top is stressful. They want someone to handle it.

📱

Staff using personal devicesPhotos of children sent on personal phones, WhatsApp groups with parents — these are all liability risks they may not have addressed yet.

📡

WiFi gaps across the centreRooms at the back of the building, outdoor play areas, and halls often have poor coverage. Tablets, cameras, and staff devices need reliable WiFi throughout.

🎥

Outdated or non-compliant CCTVOld cameras that don't meet privacy standards, no secure storage, no access controls. Parent trust depends on this being right.

📞

Phone system can't handle volumeParent calls, emergency contacts, staff calls, supplier calls — all competing on a basic phone setup. Drop-outs and missed calls damage the centre's reputation.

🔌

Too many vendors, too many billsInternet from one provider, phones from another, cameras from another, IT support from someone else. The Director chases four different people when something breaks.

Opening — Permission Call

"Hi, can I speak with the Centre Director please?"

Once connected:

"Hi [NAME], I'm calling from Complete ICT — we're a Melbourne-based ICT company that works specifically with early learning centres. The reason I'm reaching out is the new digital safety requirements coming in for Victorian childcare services. Are you across the September compliance changes?"

"We've been helping Directors get their ICT setup fully compliant — internet, phones, cameras, WiFi, and staff training — all managed through us. We'd love to do a free ICT readiness check for you. Would 20 minutes sometime this week work?"

This is an escalation deal. Your job is to book the appointment for Sam. Don't try to quote or close this one yourself — the deal is too large and too complex.

Discovery Questions — Early Learning Specific

1"Are you across the new Victorian digital safety requirements coming in September 2025?"

2"Do you have a written ICT policy in place, or is that something you've been meaning to get to?"

3"How do staff currently handle photos of children — are there controls around personal devices?"

4"How's the WiFi coverage across the centre — does it reach all rooms and the outdoor areas?"

5"Do you have CCTV at the moment — and do you know if it meets current privacy requirements?"

6"How many different providers are you currently dealing with for internet, phones, and IT?"

7"If something goes wrong with your internet or phones — who do you call, and how quickly do they respond?"

Target: Book a 20-minute ICT Readiness Review for Sam to attend. Do not attempt to quote — the full solution is $600–$1,200+/month depending on centre size.

The Complete ICT One-Stop Solution

This is your key message — position everything as one solution, one provider, one bill.

🌐

NBN InternetReliable business-grade internet for the whole centre

📞

Cloud Phone SystemHandle parent calls, emergencies, and staff comms properly

📡

WiFi ThroughoutFull coverage across all rooms and outdoor areas

🎥

CCTV & Security CamerasPrivacy-compliant cameras with secure storage

🔐

Child Safe ICT CompliancePolicies, device controls, staff training — September 2025 ready

🛠️

Ongoing SupportOne number to call. Local Melbourne team. No offshore queues.

Closing line: "We take the entire ICT headache off your plate so you can focus on the children."

Real Customers We've Won

Discovery Bay Childcare & Early Learning

Balwyn — Child Safe Mandate meeting, Director present, full solution

Northern School for Autism

Reservoir — Site visit, full ICT setup for specialist education environment

Airport Childcare Co-op

One-stop ICT solution — phones, internet, WiFi, compliance

Acacia Childcare Centres

Multi-centre operator — full managed ICT across locations

Inspira Kids Childcare

Full ICT setup — phones, internet, Child Safe compliance

Wyndham Early Learning Centre

Western suburbs — complete ICT and compliance solution

Objections — Early Learning

❌ "We already have someone who handles our IT."

"That's great — we actually complement IT rather than replace it. We handle the telco and compliance side specifically so your IT person doesn't have to chase carriers."

❌ "We're not sure about the September deadline."

"That's actually the most common thing we hear — it's newer regulation and not well publicised. That's exactly why we do the free readiness check — no obligation, just clarity on where you stand."

❌ "The Director is too busy."

"I completely understand — that's actually why we keep it to 20 minutes and we come to you. The compliance piece is something that needs the Director's awareness though. Is there a time early morning that works better?"

Pitch Card 03 — Existing customer base

Account Migration

Existing customers currently with another provider. You already have a relationship — use it. Local support, Australian team, dedicated account manager.

Existing Relationships Local Support Account Management Contract Reviews

The Situation

These are existing business customers who have dealt with us at some point — we set up their phones, fixed their internet, or managed their account when things were different. Their billing has changed hands but the relationship exists.

They may now be receiving bills from a larger provider with no local support and no account manager. The transition created a gap — and that gap is your opening.

The language that opened doors (from real appointments):

"Complete ICT is your local partner in Victoria — we're here to make sure your services remain uninterrupted and you've got someone local to call."

Why They'll Move — The 4 Pillars

🏙️

Local Melbourne teamNot an overseas call centre. Not a ticket queue. A Melbourne team that picks up the phone and knows their account.

⚡

Quick responseWhen something breaks, they don't have time to wait. We fix it fast because we're local and we know their setup.

🤝

Dedicated account managerOne person. Same person every time. They know the business, the setup, the history. No re-explaining every call.

💲

Competitive and transparent pricingNo surprise bills. No buried charges. Plans reviewed regularly so they're always on the right plan for their business.

Opening — Permission Call

"Hi [NAME], it's [YOUR NAME] calling from Complete ICT — the local Melbourne IT and phone support team. We've been your support centre here in Melbourne and I just wanted to touch base and make sure the transition has been smooth for you."

If they remember you — great. If they don't:

"You may have seen our name on a bill or had us out to fix something previously — we're the local Melbourne team that's been supporting your services. I just wanted to check in and make sure everything's running well."

The hook:

"Also, when I look at your account, a few of your services have come out of contract or are coming out soon. With our current plans there's no lock-in and in some cases the pricing is actually better than what you're on. Would you be open to a quick account review?"

Discovery Questions — Migration Specific

1"How has the support been since everything changed — easy to get someone when you need them?"

2"Do you have a dedicated person you can call directly, or does it go through a general queue?"

3"Has the billing been consistent, or have there been any surprises?"

4"Are you in contract currently — do you know when that runs out?"

5"Has anyone reviewed your services recently to make sure you're on the right plan?"

6"If something went wrong with your phones or internet tomorrow — who would you call right now?"

Listen for: Frustration with support, no account manager, billing confusion, or contract expiry in the next 90 days. Any of these = your close.

What You're Offering — Keep It Simple

What Changes For Them

Support callsLocal → direct

Account managerNamed contact

Response timeFast, Melbourne-based

Contract36M / 24M / No lock-in

PricingReviewed regularly

What Doesn't Change

Their phone numberKept ✓

Internet connectionContinued ✓

Business disruptionZero ✓

Current setupRetained ✓

Porting handled by us

The Close Line

"You've got a relationship with us already — now we're just formalising it under Complete ICT. Same local team, proper account management, and we'll review the pricing so you're not paying more than you need to. Want to get that sorted?"

If they're in contract: "No problem — let's lock in a review 60 days before it expires so you're not scrambling. I'll schedule that now."

Migration-Specific Objections

❌ "I don't want the hassle of switching."

"That's the most common thing we hear — and it's exactly what we handle for you. We manage the whole process. Your number stays, your internet stays on. Most customers say they didn't notice it happening."

❌ "I've heard it before — everyone says they're local."

"Fair enough. How about this — give me 15 minutes for a review, and if we can't show you better pricing or better support, I'll leave you alone. What's a good time this week?"

❌ "We're locked in for another 12 months."

"That's fine — let me note the expiry date and we'll do the account review 60 days before it comes up. That way you're not rushed and you've got options. When does it expire?"

❌ "I'm happy with what I've got."

"That's good to hear. Quick question — do you have someone you can call directly if something goes wrong, or does it go through a general support queue?" [Let them answer.] "That's the main difference with us."

Real Migration Wins — Reference These

A1 Prestige

Williamstown — Full migration, local support pitch worked

BMP Precision Engineering

Truganina — Contract renewal review, signed on updated plan

Fully Promoted Werribee

24-month plan migration, cheaper than previous billing

JAM Hydraulics

Brooklyn — Account review to new setup

Number porting — what to say:
"Your existing phone number transfers across with you — we handle the porting process end to end. It usually takes 5–10 business days and your phones stay live throughout."

⚠️ Legal note: Don't reference previous providers by name or make comparisons that could create legal exposure. Frame it as: "We're your local Melbourne team taking over account management."