Transcript 20+ customer points

Customer Acquisition
Customer Acquisition
Short-Term Goal:
20+ customer points (1st 30 days)
Acquire 5 or more qualifying customer points
- Become a QTT (Qualified Team Trainer)
Acquire 15 or more customer points
- Become an ETL (Executive Team Leader)
Long-Term Goal:
60+ customer points
Allows you to maximize Compensation Plan
Customer Sources
1.
Yourself
2.
Prospects who
do not become
IBOs
3.
Referrals & Everyone Else –
Warm Market
Initially new IBOs should focus on
Customer Sources 1 and 2
Customer Sources
1.
Yourself
2.
Prospects who
do not become
IBOs
3.
Referrals & Everyone Else –
Warm Market
Approach referrals and everyone else
after you gain knowledge, experience
and confidence
Customer Sources
1.
Yourself
2.
Prospects who
do not become
IBOs
3.
Referrals & Everyone Else –
Warm Market
Customer Source 1: Yourself
We recommend you become
your own customer!
1. Creates knowledge & belief for you in
the services
2. Teaches you the customer sign-up
process
3. Provides you all the necessary tools
4. You set a good example
• Customer Source 1: Yourself
Preferred Services
• Digital Phone Service
• Wireless
• Energy
• Merchant Services
• DigitalTalk Express®
• Local & Long Distance
• Home Security & Automation
Customer Sources
1.
Yourself
2.
Prospects who
do not become
IBOs
3.
Referrals & Everyone Else –
Warm Market
Customer Source 2
• Prospects who do not become ACN Independent Business Owners
• Start building your team by inviting your contacts to
view the ACN presentations available to you
• If after viewing the ACN presentation one of your
prospects chooses not to become an IBO, ask them
to support you by trying all of the services you are
offering or at least one of the services
• Just imagine how many customers you can acquire
over time with these sources
Customer Source 2
Prospects who do not become
ACN Independent Business
Owners
Keys to Success
•
Enthusiasm
•
Urgency
•
Rely on your
relationship
•
Use the favor
approach
Customer Approach
FAVOR
HELP
TRY
People will become your customer quicker to support you
than if you try selling them on the services
Customer Sources
1.
Yourself
2.
Prospects who
do not become
IBOs
3.
Referrals & Everyone Else –
Warm Market
*Focus on this source after you
gain knowledge, experience and
confidence
*Always ask for referrals from all
of your customers
How to Order Products: ACN Direct Online Store*
When signing
up for service
through your
ACN Direct
Online Store, your
Business ID
number will
automatically
carry through
* Unless additional order method specified
U.S.
When You Acquire 5 Customers Of The
Same Service, Your Same Service Can
Be FREE
Your Residential Gas or
Residential Electric
Service Can Be FREE
United States
CORE SERVICES - PREFERRED
Over $3,000/month
NON-CORE SERVICES - PREFERRED
YBA PREFERRED TOOL
Primary Services for Qualification
Digital Phone Service
Local Long Distance
TV Service
Flash Wireless
Xoom Energy
U.S.
ACN Digital Phone Service
U.S.
ACN Local & Long Distance
• Traditional Landline Service
• Uses existing home wiring and telephone
equipment – no expensive equipment to buy!
• Comfort and reliability of network stability
• Rates and package prices often lower than the
competition and no contract
• Simple transition from current provider to ACN –
no interruption in service!
(if they have DSL internet make sure to separate their accounts)
U.S.
Flash Wireless
Freedom of Choice with Flash Wireless
Choice of two outstanding reliable nationwide networks!
Flash Wireless (s)
Flash Wireless
Choice of:
No Contract Plan
2 Year Contract Plan
Bring Your Own Device
Nationwide Coverage
Choice of:
No Contract Plan
Bring Your Own Device
Nationwide Coverage
Affordable monthly rate plans
Low international calling rates
Online orders or Phone orders
U.S.
U.S.
Television Services
TV through top providers
offers customers a variety of
programming options, pricing
and plans – all with the latest
in HD and DVR equipment!
DIRECTV
Phone Orders Preferred
DISH Network
Phone Orders Only
U.S.
Energy – Natural Gas and Electricity
Through the power of deregulation, ACN is putting
energy services in your control with the option to
choose who provides your service!
• More Options
• Price Certainty
• Same Reliable Service
Who Do You Know In . . .
California
Connecticut
Delaware
Illinois
Indiana
Kentucky
Maine
Maryland
Massachusetts
Michigan
New Hampshire Rhode Island
New Jersey
Texas
New York
Virginia
Ohio
Pennsylvania
U.S.
ACN Business Services
Digital Talk Express
Business Advantage
Energy
Merchant Services
Television
Security &
Automation
Premium Technical
Support
Customer Survey
Customer Survey Script
Follow the script from your trainer
Thoughts . . .
*Words NOT to use: *Switch *Change *Sell
*If they are in contract you don’t need to get the details of the
service. Call them back towards the end of their contract and
get the information then.
*Don’t sell them right there even if you know you can save
them money, just get the information.
Reminder: If they don’t become a customer today there’s
always tomorrow! Build your long-term customer
database!
Customer Acquisition Approach
1. Use the Customer Acquisition Script
2. Speak with Urgency & Enthusiasm
3. Sort
Red Apples
Sign Them Up
Green Apples
Follow the Script
Brown Apples
Move On
Customer Survey
The RESULTS Of A TEAM Who Is
Excellent At Acquiring Customers
1. You will Earn a Higher Residual Income
2. Your Team will Earn a Higher Residual Income
3. Better Recruiters Because of Belief
4. Better Trainers
5. Ultimately More Successful
Now Go Get 60+ Points
And Build Billing Revenue
RESIDUAL
INCOME IS THE
REWARD !!!