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 Source 1: Yourself
Preferred Services
• Digital Phone Service
• Wireless
• Energy
• Merchant Services
• DigitalTalk Express®
• Local & Long Distance
• Home Security & Automation
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 Approach
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
CORE SERVICES - PREFERRED
Over $3,000/month
NON-CORE SERVICES - PREFERRED
YBA PREFERRED TOOL
Primary Services for Qualification
Digital Phone Service
Local Long Distance
Flash Wireless
TV Service
Xoom Energy
Merchant Services
U.S.
STRIVE FOR FIVE
When you acquire 5 customers of
the same service, you receive your
service up to FREE!
 ACN Digital phone service or DigitalTalk Express
 ACN local/long distance or Business Advantage
 Flash Wireless
POWER YOUR HOME
Your residential
energy service up to
FREE!
Customer Survey
Customer Survey Script
“I’ve started a new business I’m really excited about. I
was wondering if you could do me a HUGE favor?
(wait for response)
Right now I am in the process of learning our new
business. It would be a big help if you would you spend a
couple minutes with me filling out a brief survey so I can
learn about the services you have and approximately how
much you are spending? This is really going to
accelerate my learning curve.”
Words NOT to use: *Switch *Change *Sell
Customer Survey Script
If you are there in person hand them the sheet and let
them fill it out.
If you are on the phone go over the sheet box by box
and write down their information.
Note: If they are in contract you don’t need to get the
details of the service. You will call them back towards
the end of their contract and get the information then.
Remember: don’t sell them right there even if you know
you can save them money, just get the information.
Customer Survey Script
After they fill it out say “Thanks a lot, I really
appreciate your time, it’s a big help. What I'm going
to do is spend a few minutes comparing services and
pricing.
By the way… if we do happen to find we can save
you some money, would it be okay if I called you
about it?” (Response)
Go back and research it on your online store. Call
your upline if you have questions or need further
clarification or assistance or help with Follow up.
Customer Survey Script
Call them back within 24 hours with great enthusiasm.
Tell them you’ve found some great deals but need a
little more information.
Ask how soon can you stop by to show them what you
found.
Reminder: They may not be a customer today. 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
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
Additional Product Information
IBO Back Office and Your ACN Direct Online Store
Now Go Get 60+ Points
And Build Billing Revenue
RESIDUAL
INCOME IS THE
REWARD !!!
© ACN Opportunity, LLC 2013_CP_PPT_Weekly_CustAqu_120913