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 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
United States
CORE SERVICES – PREFERRED – LIFE OF THE CUSTOMER RESIDUALS
Over $3,000 month
Special Promo
NON-CORE SERVICES – PREFERRED – LIFE OF THE CONTRACT RESIDUALS
YBA PREFERRED TOOL
Primary Services for Qualification
Your Business Assistant
Digital Phone Service
Local Long Distance
Flash Wireless
TV Service
Xoom Energy
Your Business Assistant
Digital Phone Service
• Make calls using your high speed Internet
connection
• Use existing telephone equipment with ACN’s
Phone Adapter
• Unlimited international calling to more than 80
landline and mobile destinations throughout
the world, included for only $24.99/month!
• With World Plan Plus you get unlimited calling
to more than 130 landline and mobile
destinations for only $15 more a month!
Local and 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)
Flash Wireless
Flash Wireless(s) The Nationwide Sprint 4G LTE Network
•
Choose from no contract & contract plans
•
Bring your own device or select from a range of handsets
•
No Contract Plans just $32, $36 and $49 per month
•
Family plans unlimited talk/text and shared data starting at $75/month*
•
2 World Plans to connect internationally without per-minute charges
Flash Wireless Nationwide Coverage on America’s
Largest, Most Dependable Network
•
No Contract Plans just $32, $36 and $59 per month
•
Bring your own device or select from a range of handsets
•
Family plans unlimited talk/text and shared data starting
at $109/month*
•
Get Wi-Fi on the go with the Hot Spot
*Promotional pricing through 1/31/15
Flash Wireless
Family Plan Compensation
• 1 preferred customer (per account)
• 2 points/line up to 6 lines
• Commission for the life of the customer
Family Plan lines may only be used
by the account holder’s immediate
family members or people in the
same household
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
Energy
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
New Jersey
New York
Ohio
Pennsylvania
Rhode Island
Texas
Virginia
Every time you purchase an
ACN service or pay your
ACN bill each month, you
help feed a child.
Understand the Power of a Cause
Based Mission
88%
of Americans said if given
the opportunity would buy
service with social benefit
84%
of Americans would tell
friends & family about a
company with a social
benefit
Video Available on Your ACN Storefront
Customer Survey
Customer Acquisition Script
I’m working with a company that offers services
that most people use every day like Home
Phone, Mobile Phone, and Gas and Electricity.
However, when you use one of our services,
you’re helping support a charity that focuses on
feeding children in need.
Customer Acquisition Script
Very simply, when you become one of my
customers, a child gets fed each and every month
for as long as you remain a customer. If I acquire
a certain amount of customers this month, we can
provide even more meals to hungry children and
I’m only a couple customers away from my goal.
In addition, I can show you how your service could
be free when you simply refer a handful of other
customers who sign up for the same service.
Customer Acquisition Script
If I can offer you a service:
That you are already using with the same or better
quality and value that you are used to...and with
the potential to receive that service for free…
Can you do me a huge personal favor, help
support me and this charity and become one of
my customers?
(wait for response)
Customer Survey Script
Follow the script from your trainer
Thoughts . . .
*Words NOT to use: *Switch *Change *Sell *Save
*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
How to Handle Brown Apples
Think like Big Business &
Don’t Get Emotional
•
•
•
•
•
•
•
Not everyone is going to say YES
Don’t get upset
Understand we SORT - NOT SELL
SW / SW / SW NEXT
“NO” today / “YES” in the future
WHY people say “NO”
Have Fun
U.S. and Canada
Strive for 5
For IBOs & Customers
When you refer 5 people who become
customers of the same service, you can
receive your same residential service free!
This further helps our mission to feed 1
million children this year!
U.S.
ACN Strive For 5 for Customers
Digital
Phone
Refer 5 of each or a
combination of ACN Digital
Phone Service or Digital
Phone Service Bundled with
High Speed Internet
Customers and your Digital
Phone service can be FREE!
Local &
LD
Refer 5 ACN Local and Long
Distance Customers and your
Local and Long Distance service
can be FREE!
Flash
Wireless
Refer 5 Flash
Wireless Customers and your
Flash Wireless can be FREE!
Strive for 5 for Customers
All referring customers count towards the IBOs
personal customer points and their personal
residual commissions
IBO receives credit for all referring customers
until that customer qualifies for Strive for 5
U.S.
IBOs Only
Your Residential Gas or Residential Electric
Service Can Be FREE
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
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 !!!