Transcript ACN_CustAcq - Crimes of Persuasion

ACN Training
Customer
acquisition
June 1, 2006
Customer Acquisition
Learn About:
 Services
 Plans
 Service Availability in Your Market
Long Distance
Local / Long Distance (Bundle)
Digital Phone (VoIP) / Video Phone
Customer Acquisition
Customer Sources:
Source 1: Yourself
Source 2: Prospects from Presentations
 No interest in the opportunity
 Thinking about it
Source 3: Family, Friends, Close Contacts &
REFERRALS
Customer Acquisition
Short Term Goal:
GET QUALIFIED! Acquire 5 or more
Phone Points Right Away!
Long Term Goal:
Acquire 40 Customer Points
or
Acquire 20 Customer Points
+ 5 Personally Sponsored
Qualified TTs
Customer Acquisition
Short Term Goal:
YOU Become a Qualified Team Trainer
right away! (TT)
(Acquire 5 or more Phone Points)
YOU can Become Your Own Customer of
All ACN services
ACN Phone Service & Digital Phone (VoIP) Service
Customer Acquisition
Short Term Goal:
Why become your first
Local Bundle & VoIP Customer?
 Believe in your services
 Teaches you how to sign up other
customers
 You need VoIP ( ATA / Video Phone )
For Demonstrations
Customer Acquisition
Residuals
You 1–10 %
1
1/4 %
2
3
4
5
6
1%
7
7%
SVP up to
8
3 1/2%
Long Term Goal:
Qualify for
7th Level Payout
Customer Acquisition
Residuals
You 1–10 %
1
1/4 %
2
3
4
5
6
1%
7
7%
SVP up to
8
3 1/2%
Long Term Goal:
Qualify for
7th Level Payout
40 points
or
20 points &
5 directly sponsored
TT with 5 phone points
Customer Acquisition
Always Remember:
• Lead with the ACN Business
Opportunity
• Acquire customers from
prospects at your presentations
Customer Acquisition
Remember…when acquiring customers
outside your recruiting presentations,
MOST PROSPECTS:
• Are NOT technical
• Are more impressed with urgency,
enthusiasm & excitement, NOT
details
Customer Acquisition
MOST Prospects outside your
recruiting presentations:
Will become your customer either
to SUPPORT you or because they
are sincerely EXCITED about the
service
Customer Acquisition
How to get Prospects EXCITED:
YOU must have Overwhelming
Urgency & Enthusiasm!
Call your contacts:
Tell them there is something you
HAVE TO show them!
Customer Acquisition
Prospects outside your
recruiting presentations:
• Lead with Digital Phone Service (VoIP)
(Where Available)
• Go to their home to do VoIP / Video
Phone demo
(If they don’t have High Speed, invite them to
your home for a demo)
Customer Acquisition
Tips on a SUCCESSFUL VoIP/Video
Phone Demo:
• Have a working Video Phone
or Telephone Adapter with
you to hook up & demonstrate or at
least display
Customer Acquisition
Tips on a SUCCESSFUL VoIP/Video
Phone Demo:
• Enthusiastically share the low Monthly
Fee $23.99 with unlimited calling in
North America and Puerto Rico
Customer Acquisition
Tips on a SUCCESSFUL VoIP/Video
Phone Demo:
• Show prospect the
Customer Web
Portal
www.myacn.com
Customer Acquisition
• If the Customer is EXCITED about ACN
Digital Phone Service (VoIP), sign them
up through the Customer Portal
www.myacn.com
• If the prospect PREFERS traditional
phone service, acquire the prospect as
an ACN Local/Long Distance Bundled
customer
Customer Acquisition
Key Words that WORK with
Traditional Phone Service:
Favor
Help
Try
Customer Acquisition
“Could you do me a
HUGE Favor ?”
Help
Try
Customer Acquisition
Responses
Red
Green
Rotten
Customer Acquisition
Responses
Red
Sign them up
& get referrals
Customer Acquisition
Customers can sign up
by calling 1-866-864-3822
Or
Filling out an LOA
Customer
Info
Current Provider
SSN & DOB
Phone# & Plan
Cust. Sign & Date
Rep. Sign & ID#
Customer Acquisition
Responses
Green
Answer questions properly
& get referrals
Customer Acquisition
How to answer questions:
• Respond with an answer
• Follow up with a question
“But more importantly, can you do me a
favor and give the service a try?
PLEASE!!”
Customer Acquisition
Responses
Rotten
Make SURE you used the
correct approach
& get referrals
Customer Acquisition
Rotten
WHY SOMEONE MIGHT SAY NO
Rep did not use “Correct Approach”
Prospect is “Negative”!!!!
Customer Acquisition
Get Referrals!!
Reasons you should ask for referrals
and why prospects & customers
should give you Referrals
• ACN to ACN FREE CALLING!
• Video Phone to Video Phone
• To do you a FAVOR
Customer Acquisition
SW / SW / SW / SW
NEXT!!