When you set out to win new business, marketing often gets involved. Directors are looking to grow the business, and sales are looking for some leads to convert.
How do we win new business?
It costs five times as much to attract a new customer than it does to retain and grow an existing one. If your clients trust you to deliver internet connectivity they are just as likely to buy a hosted phone system or mobile data solutions from you if you can meet their requirements and are a trusted supplier.
Cross-sell/Up-sell
Cross-sell/upsell campaigns are usually easier to implement if you already have a successful comms strategy in place with existing clients. Sales and marketing can work together to deliver complementary services to customers by updating existing sales and marketing materials. Suppliers can help by delivering white label materials that can easily be slotted into newsletters, websites, flyers and proposals to make existing customers aware of new solutions and a customer offer (better price for existing customers, 3 months free etc.) can really help to move the buyer from the consideration phase into purchase/decision phase. Case studies are really powerful as they can reflect back on pain points customers are having, explain the benefits of their unique solution and provide a reference.
Where to start?
What do you sell most of to whom? If you sell internet connectivity is there a demand for 4G back-up or 4G solutions for homeworkers? Is there demand in your base for mobile data? The easiest way to find this out is to give your sales team a list of questions to ask their clients or ask your marketing team to create a survey.
What to ask?
- What do you buy most of?
- Do you buy mobile data? (We don’t mean mobile handsets but the data SIM cards)
- Who do you buy from?
- What do you use them for?
- Why did you choose them as a supplier?
- Are you happy with your current supplier?
What to do with the answers?
Jola is a channel-only mobile data aggregator. We can help you to find and win new recurring revenue streams from mobile data within your existing customer base. Data SIMs are easy to sell, provision, manage, bill and support with Jola and offer a profitable recurring revenue stream, helping you to increase ARPU and grow your business. To find out more, request our Partner Pack.
