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Customer Acquisition – Energy. Customer Sources 1.Yourself 2.Prospects who do not get involved with the opportunity 3.Everyone Else – Warm Market

Mar 26, 2015

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Customer Acquisition Energy Slide 2 Customer Sources 1.Yourself 2.Prospects who do not get involved with the opportunity 3.Everyone Else Warm Market Slide 3 Top Reasons Why IBOs Cant Acquire Warm Market Energy Customers 1. IBOs that do not know or choose not to use the correct approach 2. IBOs that do not understand the correct reasons why someone should be a customer 3. IBOs that cannot get beyond something that they believe is an issue 4. Reasons beyond your control Slide 4 When Acquiring Energy Customers There Will Be Two Types of IBOs: 1. Those that believe acquiring a lot of Energy Customers is not possible 2. Those who acquire a lot of Energy Customers Which IBO Do You Want To Be? Slide 5 Why is it Important That You Acquire a Lot of Energy Customers? 1. Your belief 2. Set an example 3. If you acquire a lot of customers, your Team will acquire a lot of customers Slide 6 The Effects 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. Loyalty and Longevity of your Team 4. IBOs that get a lot of customers are always better recruiters because of belief Slide 7 Attitude is Everything You must be excited about the opportunity You must Believe in what youre doing Use and teach the Correct Approach Focus on Long Term Dont get emotional - Think like BIG BUSINESS DOES SW SW SW Next Sort Dont Sell Slide 8 Energy Industry - Advantages to YOU! 1. Allows you to participate in an area of business never before possible Modern Day GOLD RUSH 2. Allows you to earn money residually on Energy Bills people already use 3. Its simple - We are not asking anyone to do anything different than what they are already doing Slide 9 Exercise Choice Improved Customer Service More Creative Pricing and plans to choose from Goal to save Customers Money long term Energy Industry - Advantages to Customers! Slide 10 Challenge Creates Opportunity Any Business worth doing is Challenging Challenge Creates Opportunity Slide 11 Do your Homework The more you actually understand, the more success you will have If you get confused, so will your prospect Learn about the market that you are in Learn how the Energy Business actually works Variable vs. Fixed Pricing XOOM Introductory Rate (Variable Plan) What is the Difference/Value between XOOM and your Utility Common Q & A Learn the Online Order Process Set Appropriate Customer Expectations DONT OVER PROMOTE May require an Online Credit Verification (Credit Validation Process) Slide 12 Understand Most Consumers Buy Emotionally, not Logically Are not Technical Dont understand their Energy Bill Savings is NOT the most motivating factor Would rather do business with someone they like & trust over saving money Feel great about supporting a cause Fall into one of Three Categories: RED / GREEN / BROWN Slide 13 Why use the Correct Customer Acquisition Approach? 1. It works the majority of the time with the majority of people 2. Easy to Duplicate Slide 14 Customer Acquisition Approach 1. Make your List 2. Use the Script (Urgency & Enthusiasm = SUCCESS) 3. Sort - RED / GREEN / BROWN a.Red Apples - Sign them up b.Green Apples - Answer Question Go back to the Script c.Brown Apples Move on Slide 15 Script Key Words 1. Favor 2. Help 3. Try Slide 16 The reason for my call is to ask, Can you do me a Huge Favor? (Wait for Response!) Customer Acquisition Script Slide 17 Slide 18 I am about to qualify for a promotion with the company that I represent and all that I need is to get a few more customers right away! Customer Acquisition Script Slide 19 If I can offer you a service: That you are already using Has the same or better quality Has no upfront cost No contract And a guaranteed savings your first month Slide 20 Can you do me a huge personal favor, help me out and give the service a try? It would mean a lot to me! (Wait for Response!) Customer Acquisition Script Slide 21 Slide 22 How to Handle Green Apples Answer the question Ask for the favor Slide 23 Commonly Asked Questions Q. What Service or Services are you offering? Slide 24 A. Gas and Electricity, just to name a couple. Commonly Asked Questions Slide 25 Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor Slide 26 Q. Am I going to save money after the first month? Commonly Asked Questions Slide 27 A. With XOOM, the Utility and all Energy companies offering variable plans, prices change from month to month. Some months XOOM may be higher and some months they may be lower. XOOMs goal is to save you money over the long term. If you are unhappy for any reason, you can always switch back to your utility. Commonly Asked Questions Slide 28 Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor Slide 29 Q. Why should I try your service... I dont think the pricing is worth changing? Commonly Asked Questions Slide 30 A: Like MOST services, the Energy Business is very competitive. One of the most important reasons to try XOOM is to exercise CHOICE! Trying another company promotes competition and when companies fight for your business, it benefits customers in two ways: 1.Customer Service Improves 2.More Value for the Customer Commonly Asked Questions Slide 31 Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor Slide 32 Q. Who is XOOM? Commonly Asked Questions Slide 33 A: XOOM Energy is an independent energy retailer who supplies natural gas, electricity and renewable energy to residential and commercial customers in deregulated energy markets. Simply put, XOOM is an Energy Supplier. Commonly Asked Questions Slide 34 Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor Slide 35 Q. What is an Energy Supplier? Commonly Asked Questions Slide 36 A: An energy supplier is a company that acquires its electricity, renewable energy or natural gas supplies from the wholesale market and sells it to homes and business. Commonly Asked Questions Slide 37 Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor Slide 38 Q. What is the difference between my Utility and XOOM? Commonly Asked Questions Slide 39 A: The utility still operates the local distribution, wires and pipes which carry electricity and natural gas to homes and businesses. An energy supplier simply purchases and supplies energy, which is then delivered to your home or business by your local utility.The customer will get to enjoy uninterrupted energy service with the added benefit of being able to choose the company they buy their energy from. Commonly Asked Questions Slide 40 Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor Slide 41 Q. Ok, what do I have to do to try the service? Commonly Asked Questions Slide 42 A: Complete a simple online order process, and I will help walk you through it. Commonly Asked Questions Slide 43 Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor Slide 44 Q. Im happy with my current provider. Why should I change? Commonly Asked Questions Slide 45 A: I promise you that you will be just as HAPPY with XOOM Energy and if for any reason you are not, you can leave XOOM at anytime. Commonly Asked Questions Slide 46 Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor Slide 47 Q. What if my power goes out? Is my Service ever at risk with XOOM? Commonly Asked Questions Slide 48 A. There is no risk with XOOM Energy. Actually, the local utility is the responsible for the physical distribution, delivery and maintenance of natural gas or electricity to your home. AndYour calls the local utility directly if they have an emergency or service outage. Commonly Asked Questions Slide 49 Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor Slide 50 Q. What is the difference between Fixed and Variable Pricing? Commonly Asked Questions Slide 51 A: A fixed rate plan provides you with stability and peace of mind. Utility rates are variable rates that can change periodically. A fixed rate product may be higher or lower than utility rates, but, unlike variable rates offered by the utility, a fixed rate product will not change during the life of your contract. You are protected against unexpected and costly price increases and have greater control over the cost of your energy. Commonly Asked Questions Slide 52 A: A variable rate plan allows you to purchase energy at market- based prices that change from month to month. While a variable rate is subject to monthly price increases or decreases, it may help you realize the lowest possible cost in the market. However, it also exposes you to possible price increases, and, unlike a fixed rate, a variable rate does not protect you against price volatility. This variable rate may be higher or lower than the utility rate. Commonly Asked Questions Slide 53 Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor