Taking advantage of the customer revolution

Small & medium Telecom businesses become tele-competitive with referrals

How to surpass the kings of telecom

In many areas of the country and the world, large telecommunication conglomerates have the monopoly on their telecom industry.

Customers have only a few choices in their television, internet, email, or phone service provider. In any way that matters, these telecommunication companies are essentially king.

And you know how

KINGS tend to act...

They raise your bills,

But when the customers object, the king says:

“I don’t care!”

they don’t give you any choice,

and back at headquarters

they don’t take notice of your voice.

And as customers practically scream “No more kings,” an opportunity has formed for small and medium sized telecom businesses. While small and medium sized businesses might not be able to match the pricing of the telecom kings, you can provide something that people and businesses are ready to revolt for . . .

A personalized and caring customer experience.

How RingCentral personalized their customer experience

RingCentral is one telecom business that has succeeded in besting the kings of the telecom

industry by implementing a relationship focused sales approach that’s extremely personalized.

RingCentral’s 3 steps to success

1 RingCentral implements their relationship focused sales approach from the first phone call by starting their interaction on a positive note. When demonstrating how they care for their potential customers and understand their pain points they establish a relationship that builds to a sale.

For RingCentral this often pays off when pursuing a company that has more than one location. RingCentral noted that the previous fostered relationship then opens the doors for a client to test out their product in one location, and when it succeeds, the company often revolts against the previous telecom technology and fully implements RingCentral’s instead. RingCentral claims that this success is “a direct result of our relationship-building efforts.”

2

The adoption of the Amplifinity referral software was an obvious next step for RingCentral to progress their relationship focused sales approach by making their current customers a powerful part of their sales force. 3

Referral software mobilizes the customers you already have by incentivizing them to become advocates for your service or product. In fact, it has been shown that with referral software: •  Customers are 400% more likely to buy (Nielsen) •  Leads convert 4X better than marketing leads (emarketer) •  LTV increases by 16% (Harvard Business Review) •  Conversion rate from referral to purchase is 35% (Amplifinity) •  Churn decreases by 18% (Marketing Business Review)

Why did RingCentral invest in referral software?

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