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Topics: Sales and Acquisition

Every industry revolves around customer sales and acquisitions. Whether you’re selling direct to the end user or to another company, winning accounts and converting on sales leads are important tasks for any business.

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This is no less true in the telecom industry. Whether it’s a corporate client setting up a new office or someone picking out a new cellphone for personal use, there are plenty of people looking for services. What strategies can you use to attract customers to your business? Here are a few you should try.

Target Your Existing Customers

When people talk customer sales and acquisition, they’re usually focused on the latter: acquisition. So much talk surrounds how companies can win over new customers and attract new accounts to the business.

They tend to forget about their existing customer base. Instead of worrying about impressing new consumers, which costs more and creates fewer sales, focus on the people who have already signed up for services with you. Are you providing the services they need? What could you do better? Improve your service offerings to suit their needs and you’ll create satisfied customers who are happy to act as brand ambassadors for you when they talk to their friends.

Cross-Sell

You can mine your existing customer base a little bit more. Does the customer who just purchased a new tablet also need internet service? Maybe a family just bought their child a cellphone—and now Mom and Dad want in on mobile technology too. And you never know who’s running their own small businesses and in need of more services.

In short, your existing customers might have signed up for one service—but that single service may not be all they need. Ask them about what else they need, and show them what else you can offer them. If you’re providing great service, they’ll likely consider you their number-one option for additional services.

Offer Better Customer Care

This might seem like a roundabout way to approach customer sales and acquisition, but the focus here is on slowly building your brand, first with your existing customers, and then by allowing positive word of mouth to increase recommendations.

One way to attract new customers is to offer better service. Can your customers reach you 24/7? Do you offer text and webchat services so they can get in touch, or do they have to call? Better customer service can help you retain your existing customers and attract new customers who are tired of struggling with poor service from your competitors.

Tap Different Markets

Have you targeted primarily one demographic and not another? Have you focused on serving individuals rather than companies? If you want to focus on customer sales and acquisitions, it might be time to expand your efforts into different markets.

Know Your Goals

It’s difficult to choose a customer sales and acquisitions strategy if you don’t know what you want to achieve. In fact, many telecoms have multiple goals and, as a result, a somewhat scattered approach to customer sales and acquisitions. All too often, this can look inconsistent—a company says it values loyal customers, but it then offers the best deals to new customers who switch over.

When you know your goals, you can align your strategy with those goals. The result will be a more holistic vision for your business, where what you say lines up with what you do—and what you deliver to your customers.

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Kenny Johnston

Kenny Johnston

Kenny brings over 20 years of industry experience to his role as president of Bill Gosling Outsourcing. He began his career in the United Kingdom in 1993, and has progressed his way through the ranks to his current role. Kenny is responsible for operational budgets, developing client relationships, and working to create the long-term vision, business philosophy, and company culture that Bill Gosling Outsourcing aspires to.

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