Why the auto industry should learn from AeroCom

 
Customers are relying on the expertise of the agent channel to purchase their telecom and cloud solution services more than ever. Here are a few reasons why this trend will only continue to increase:

1) Customers like the fact that the agent isn’t working for the company the service he/she is selling. When the agent brings multiple options to the table, the customer feels the agent truly has their best interest by getting them the absolute best service and pricing.

Imagine going to a car dealership looking to purchase a truck. After asking you what color you like, the sales person quickly drives up a Ford F-150, Chevy Silverado, Toyota Tundra, and Dodge Ram all in your same color. In one location and conversation, you are able to test drive and price out all of the options right in front of you. The sales person is able to help you identify the strengths, weaknesses, and features of each truck. They have plenty of past customers to draw recommendations from their experience with that make and model. This really helps the customer navigate their purchasing decision by covering all aspects of their needs. The customer is happy because he/she knows the sales person isn’t shoving one truck brand down the customer’s throat. The sales person is selling what the customer needs, not what they have.

2) Telecom providers are having a lot of success and investing more and more into their indirect force for a few reasons:

• Providers don’t pay indirect sales people base salaries and benefits. Agents only receive commission for what they have sold. This allows providers to maximize profit on each sale by not investing thousands of dollars to get that sale.

• Everyone knows word of mouth is the best form advertising. If providers have an agent that has happy customers on their service, the agent is more likely to tell his/her customers about their great experience and sell more of that provider.

• Agents usually have very good relationships with their customers. This takes a lot of the account management responsibility off of the provider and gives a more personal touch experience for the customer. This makes customers more likely to stay with that provider for a longer period of time. The longer the customer is with that provider, the more money they make off that initial sale that they didnt have to invest much in.

I wish that every type of purchasing decision had a helpful agent like AeroCom. It would save me a ton of time, money, and frustration!