Customer
Acquisition –
Energy
Customer Sources
1.
Yourself
2.
Prospects who do not get involved with
the opportunity
3.
Everyone Else – Warm Market
Top Reasons Why IBOs Can’t 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
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?
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
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. IBO’s that get a lot of customers are always better
recruiters because of belief
Attitude is Everything
• You must be excited about the opportunity
• You must Believe in what you’re doing
• Use and teach the Correct Approach
• Focus on Long Term
• Don’t get emotional - Think like BIG BUSINESS DOES –
SW SW SW Next
• Sort – Don’t Sell
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. It’s simple - We are not asking anyone to do anything
different than what they are already doing
Energy Industry
- Advantages to Customers!
•
Exercise Choice
•
Improved Customer Service
•
More Creative Pricing and plans to choose from
•
Goal – to save Customer’s Money long term
Challenge Creates Opportunity
•
Any Business worth doing is Challenging
•
Challenge Creates Opportunity
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 – DON’T OVER PROMOTE
May require an Online Credit Verification
(Credit Validation Process)
Understand Most Consumers
•
Buy Emotionally, not Logically
•
Are not Technical
•
Don’t 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
Why use the Correct Customer
Acquisition Approach?
1. It works the majority of
the time with the
majority of people
2. Easy to Duplicate
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
Script – Key Words
1. Favor
2. Help
3. Try
Customer Acquisition Script
The reason for my call is to ask,
“Can you do me a Huge Favor?”
(Wait for Response!)
Customer Acquisition Script
Customer Acquisition Script
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
• 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
Customer Acquisition Script
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
How to Handle Green Apples
• Answer the question
• Ask for the favor
Commonly Asked Questions
Q. What Service or Services are
you offering?
Commonly Asked Questions
A. Gas and Electricity, just to
name a couple.
Ask for the Favor
Can you do me a huge personal
favor, help me out and give the
service a try?
Commonly Asked Questions
Q. Am I going to save money
after the first month?
Commonly Asked Questions
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. XOOM’s 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.
Ask for the Favor
Can you do me a huge personal
favor, help me out and give the
service a try?
Commonly Asked Questions
Q. Why should I try your service...
I don’t think the pricing is worth
changing?
Commonly Asked Questions
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
Ask for the Favor
Can you do me a huge personal
favor, help me out and give the
service a try?
Commonly Asked Questions
Q. Who is XOOM?
Commonly Asked Questions
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.
Ask for the Favor
Can you do me a huge personal
favor, help me out and give the
service a try?
Commonly Asked Questions
Q. What is an Energy Supplier?
Commonly Asked Questions
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.
Ask for the Favor
Can you do me a huge personal
favor, help me out and give the
service a try?
Commonly Asked Questions
Q. What is the difference
between my Utility and XOOM?
Commonly Asked Questions
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.
Ask for the Favor
Can you do me a huge personal
favor, help me out and give the
service a try?
Commonly Asked Questions
Q. Ok, what do I have to do to try
the service?
Commonly Asked Questions
A: Complete a simple online
order process, and I will help
walk you through it.
Ask for the Favor
Can you do me a huge personal
favor, help me out and give the
service a try?
Commonly Asked Questions
Q. I’m happy with my current
provider. Why should I change?
Commonly Asked Questions
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.
Ask for the Favor
Can you do me a huge personal
favor, help me out and give the
service a try?
Commonly Asked Questions
Q. What if my power goes out?
Is my Service ever at risk with
XOOM?
Commonly Asked Questions
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.
And…Your calls the local utility directly if they
have an emergency or service outage.
Ask for the Favor
Can you do me a huge personal
favor, help me out and give the
service a try?
Commonly Asked Questions
Q. What is the difference between
Fixed and Variable Pricing?
Commonly Asked Questions
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
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.
Ask for the Favor
Can you do me a huge personal
favor, help me out and give the
service a try?