0

The implementation of “Free for all” (7Jan2015)

(Written by Conrad Ko, Edited by Margaret Jarvis)
Flow

Since its inception, Broadbandhk.com has been facing a serious bottleneck, that is there was too much admin work related to the quotation and selling process. Prior to implementing the “Free for all” model, Broadbandhk.com has to gather information from sales and consolidate it into a comprehensive quotation and sell it to the client.

The old work flow

  1. Client call or email Broadbandhk.com
  2. Broadbandhk.com answer the call or contact the client to confirm his address and needs
  3. Broadbandhk.com pass on the address and needs of the client to sales
  4. Sales provide price and coverage details to Broadbandhk.com
  5. Broadbandhk.com consolidate the information and sell plans to the client.
  6. Broadbandhk.com ask sales to confirm installation details with clients
  7. Closing

The problems with this model are

As a result, I suggested to David that he adopt what I call a “Free for all”  model. In this “Free for all” model, Broadbandhk.com no longer has to deal with the selling process. Rather the sales of each company calls the clients directly, therefore, there’s less work to be done at the Broadbandhk.com end.

The “Free for all” model

  1. Clients call or email Broadbandhk.com
  2. Broadbandhk.com answer the call or contact the client to confirm his address and needs
  3. Broadbandhk.com pass on the address and needs of the client to sales
  4. Sales provide price and coverage details to clients and sell plans to the client directly
  5. Closing

The benefits of “Free for all” model

  • 2 fewer steps to be done
  • Higher trust level (Since the telecom companies are well known)
  • No sales role and coordination work at  Broadbandhk.coms end.
  • No lead time in each order
  • 3-4X chance of closing a deal, since the client has been  approached by 4 different sales representatives from different broadband companies.

(Note: Since the inception of such a model, the revenue of Broadbandhk.com has risen by 150% and average time per case has dropped  by over 50%- this is a significant pivot point for the business – Conrad Ko 14/Jan/2015)

Conrad Ko

Conrad Ko

Conrad Ko is an exam consultant, grassroot entrepreneur and growth hacker.

Leave a Reply

Your email address will not be published. Required fields are marked *

Captcha *