Excalibur sales rise on back of referral scheme


Sales up 10 per cent at Vodafone Platinum partner following introduction of points-incentive referral scheme

Excalibur Communications has seen sales increase 10 per cent in recent months by offering customers ‘Red Letter Day’ prizes for every successful referral.

The Basildon-based dealer, which has a connection base of about 30,000, soft-launched the offer late last year, but is now actively promoting it to customers in a bid to build a ‘remote sale force’ by offering rewards in exchange for new business.

Excalibur recently held a series of ‘calling days’, which saw staff contact existing customers to explain the referral offering. All Excalibur staff now include details and contact information for the offer on their work email address.

Customers who agreed have been set up with accounts, which they can access themselves through a secure Red Letter portal. Customers will then receive points for every successful connection to any of its services, including fixed-line, broadband, IT and mobile.

New prospects are also being offered the deal, even if they subsequently decide not to sign with Excalibur, to help increase its base.

The points received will be based on the size of the deal signed. Excalibur said a referral for 20 mobile connections would provide 2,000 points, which can be spent on items including a Thames river cruise and London Eye ride, or a Bravia 42-inch TV.

Customers can save and build their points by continuing to provide successful referrals, and purchase more costly packages, including holidays.

Excalibur sales director Ben Rossiter said the offering has increased the number of connections from referrals by around 10 per cent, and the company is speaking to more potential customers than ever.

Rossiter said: “It’s driving sales and working very well. The first couple of months were to get people on it, get the feedback. Now we are trying to push on with it and promote it heavily to our customers and new prospects. They can still refer people they know and receive rewards.

“Customers are very receptive to it. Customers are actively referring us anyway, so why not reward them? We wanted to put our money where our mouth is regarding how good our service is and want to reward our customers for not only being loyal and staying with us, but also when they refer and recommend us to someone else.”