ACN Training Customer acquisition June 1, 2006
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ACN TrainingCustomer acquisition
June 1, 2006
Services Plans Service Availability in Your Market
Services Plans Service Availability in Your Market
Learn About:Learn About:
Long Distance
Local / Long Distance (Bundle)
Digital Phone (VoIP) / Video Phone
Long Distance
Local / Long Distance (Bundle)
Digital Phone (VoIP) / Video Phone
Customer AcquisitionCustomer Acquisition
Customer Sources: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
Source 1: Yourself
Source 2: Prospects from Presentations
No interest in the opportunity
Thinking about it
Source 3: Family, Friends, Close Contacts & REFERRALS
Customer AcquisitionCustomer Acquisition
Long Term Goal:Long Term Goal:Acquire 40 Customer Points or
Acquire 20 Customer Points + 5 Personally Sponsored Qualified TTs
Short Term Goal:Short Term Goal:GET QUALIFIED! Acquire 5 or more Phone Points Right Away!
Customer AcquisitionCustomer Acquisition
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
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 AcquisitionCustomer Acquisition
Short Term Goal: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
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 AcquisitionCustomer Acquisition
Short Term Goal:Short Term Goal:
ResidualsResidualsYou 1–10 %
1 1/4 %
6 1%7 7%SVP up to
3 1/2%
2345
8
Long Term Goal:Qualify for
7th Level Payout
Long Term Goal:Qualify for
7th Level Payout
Customer AcquisitionCustomer Acquisition
ResidualsResidualsYou 1–10 %
1 1/4 %
6 1%7 7%SVP up to
3 1/2%
2345
8
Long Term Goal:Qualify for
7th Level Payout
Long Term Goal:Qualify for
7th Level Payout40 points
or20 points &
5 directly sponsored TT with 5 phone points
40 pointsor
20 points & 5 directly sponsored
TT with 5 phone points
Customer AcquisitionCustomer Acquisition
• Lead with the ACN Business Opportunity
• Acquire customers from prospects at your presentations
Always Remember:Always Remember:
Customer AcquisitionCustomer Acquisition
• Are NOT technical
• Are more impressed with urgency, enthusiasm & excitement, NOT details
• Are NOT technical
• Are more impressed with urgency, enthusiasm & excitement, NOT details
Remember…when acquiring customers outside your recruiting presentations,
MOST PROSPECTS:
Remember…when acquiring customers outside your recruiting presentations,
MOST PROSPECTS:
Customer AcquisitionCustomer Acquisition
Will become your customer either to SUPPORT you or because they are sincerely EXCITED about the service
Will become your customer either to SUPPORT you or because they are sincerely EXCITED about the service
Customer AcquisitionCustomer Acquisition
MOST Prospects outside your recruiting presentations:MOST Prospects outside your recruiting presentations:
Call your contacts:
Tell them there is something you HAVE TO show them!
Call your contacts:
Tell them there is something you HAVE TO show them!
How to get Prospects EXCITED:How to get Prospects EXCITED:
Customer AcquisitionCustomer Acquisition
YOU must have Overwhelming Urgency & Enthusiasm!
YOU must have Overwhelming Urgency & Enthusiasm!
• 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)
• 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)
Prospects outside your recruiting presentations:
Prospects outside your recruiting presentations:
Customer AcquisitionCustomer Acquisition
• Have a working Video Phone or Telephone Adapter with you to hook up & demonstrate or at least display
• Have a working Video Phone or Telephone Adapter with you to hook up & demonstrate or at least display
Tips on a SUCCESSFUL VoIP/Video Phone Demo:
Tips on a SUCCESSFUL VoIP/Video Phone Demo:
Customer AcquisitionCustomer Acquisition
• Enthusiastically share the low Monthly Fee $23.99 with unlimited calling in North America and Puerto Rico
• Enthusiastically share the low Monthly Fee $23.99 with unlimited calling in North America and Puerto Rico
Customer AcquisitionCustomer Acquisition
Tips on a SUCCESSFUL VoIP/Video Phone Demo:
Tips on a SUCCESSFUL VoIP/Video Phone Demo:
• Show prospect the Customer Web Portal www.myacn.com
Customer AcquisitionCustomer Acquisition
Tips on a SUCCESSFUL VoIP/Video Phone Demo:
Tips on a SUCCESSFUL VoIP/Video Phone Demo:
• If the Customer is EXCITED about ACN Digital Phone Service (VoIP), sign them up through the Customer Portal
• If the prospect PREFERS traditional phone service, acquire the prospect as an ACN Local/Long Distance Bundled customer
• If the Customer is EXCITED about ACN Digital Phone Service (VoIP), sign them up through the Customer Portal
• If the prospect PREFERS traditional phone service, acquire the prospect as an ACN Local/Long Distance Bundled customer
Customer AcquisitionCustomer Acquisition
www.myacn.com
Favor
Help
Try
Favor
Help
Try
Key Words that WORK with Traditional Phone Service:
Key Words that WORK with Traditional Phone Service:
Customer AcquisitionCustomer Acquisition
“Could you do me a HUGE ?”
“Could you do me a HUGE ?”
Help
Try
Help
Try
Favor Favor
Customer AcquisitionCustomer Acquisition
Red
Green
Rotten
Red
Green
Rotten
ResponsesResponsesCustomer AcquisitionCustomer Acquisition
RedRed
ResponsesResponses
Sign them up
& get referrals
Sign them up
& get referrals
Customer AcquisitionCustomer Acquisition
Customers can sign up
by calling 1-866-864-3822
Or
Filling out an LOA
Customers can sign up
by calling 1-866-864-3822
Or
Filling out an LOA
Customer AcquisitionCustomer Acquisition
Customer InfoCustomer Info
Current Provider
SSN & DOB
Phone# & Plan
Cust. Sign & Date
Rep. Sign & ID#
Current Provider
SSN & DOB
Phone# & Plan
Cust. Sign & Date
Rep. Sign & ID#
GreenGreen
ResponsesResponses
Answer questions properly
& get referrals
Answer questions properly
& get referrals
Customer AcquisitionCustomer Acquisition
How to answer questions:How to answer questions:• Respond with an answer
• Follow up with a question
• 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 AcquisitionCustomer Acquisition
Rotten
Rotten
ResponsesResponses
Make SURE you used the correct approach& get referrals
Customer AcquisitionCustomer Acquisition
Rep did not use “Correct Approach”
Prospect is “Negative”!!!!
Rotten
Rotten
WHY SOMEONE MIGHT SAY NO
WHY SOMEONE MIGHT SAY NO
Customer AcquisitionCustomer Acquisition
• ACN to ACN FREE CALLING!
• Video Phone to Video Phone
• To do you a FAVOR
• ACN to ACN FREE CALLING!
• Video Phone to Video Phone
• To do you a FAVOR
Get Referrals!!
Get Referrals!!
Reasons you should ask for referrals and
why prospects & customers should give you Referrals
Reasons you should ask for referrals and why prospects & customers should give you Referrals
Customer AcquisitionCustomer Acquisition
SW / SW / SW / SW
NEXT!!
SW / SW / SW / SW
NEXT!!
Customer AcquisitionCustomer Acquisition