ACN Training

Customer acquisition

June 1, 2006
Customer Acquisition
Learn About:
 Services
 Plans
 Service Availability in Your Market
Long Distance
Local / Long Distance (Bundle)
Digital Phone (VoIP) / Video Phone
Customer Acquisition
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
Customer
Customer Acquisition
Acquisition
Short Term Goal:
GET QUALIFIED! Acquire 5 or more
Phone Points Right Away!

Long Term Goal:

Acquire 40 Customer Points
or
Acquire 20 Customer Points
+ 5 Personally Sponsored
Qualified TTs
Customer
Customer Acquisition
Acquisition
Short Term Goal:
 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 Acquisition
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
Customer Acquisition
Residuals Long Term Goal:
You 1–10 % Qualify for
1 1/4 %
2 7thth Level Payout
3
4
5
6 1%
7 7%
SVP up to
3 1/2%

8
Customer Acquisition
Residuals Long Term Goal:
You 1–10 % Qualify for
1 1/4 %
2 7thth Level Payout
3 40 points
4 or
5 20 points &
6 1% 5 directly sponsored
7 7% TT with 5 phone points
SVP up to
3 1/2%

8
Customer Acquisition

Always Remember:
• Lead with the ACN Business
Opportunity
• Acquire customers from
prospects at your presentations
Customer Acquisition
Remember…when acquiring customers
outside your recruiting presentations,
MOST PROSPECTS:
• Are NOT technical
• Are more impressed with urgency,
enthusiasm & excitement, NOT
details
Customer Acquisition
MOST Prospects outside your
recruiting presentations:
Will become your customer either
to SUPPORT you or because they
are sincerely EXCITED about the
service
Customer Acquisition
How to get Prospects EXCITED:
YOU must have Overwhelming
Urgency & Enthusiasm!
Call your contacts:
Tell them there is something you
HAVE TO show them!
Customer
Customer Acquisition
Acquisition
Prospects outside your
recruiting presentations:
• 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)
Customer Acquisition
Tips on a SUCCESSFUL
VoIP/Video Phone Demo:

• Have a working Video Phone

or Telephone Adapter with
you to hook up & demonstrate or at
least display
Customer
Customer Acquisition
Acquisition
Tips on a SUCCESSFUL
VoIP/Video Phone Demo:
• Enthusiastically share the low Monthly
Fee $23.99 with unlimited calling in
North America and Puerto Rico
Customer
Customer Acquisition
Acquisition
Tips on a SUCCESSFUL
VoIP/Video Phone Demo:
• Show prospect the
Customer Web
Portal
www.myacn.com
Customer
Customer Acquisition
Acquisition
• If the Customer is EXCITED about ACN
Digital Phone Service (VoIP), sign them
up through the Customer Portal
www.myacn.com

• If the prospect PREFERS traditional

phone service, acquire the prospect as
an ACN Local/Long Distance Bundled
customer
Customer
Customer Acquisition
Acquisition
Key Words that WORK with
Traditional Phone Service:
Favor
Help
Try
Customer
Customer Acquisition
Acquisition

“Could you do me a
HUGEFavor ?”
Help
Try
Customer
Customer Acquisition
Acquisition
Responses
Red
Green
Rotten
Customer
Customer Acquisition
Acquisition

Responses
Red
Sign them up
& get referrals
Customer
Customer Acquisition
Acquisition

Customers can sign up

by calling 1-866-864-3822
Or
Filling out an LOA
Customer
Customer
Info
Info

Current Provider
Provider

SSN
SSN & DOB

Phone# && Plan

Plan

Cust. Sign
Sign && Date
Date

Rep.
Rep. Sign & ID#
Customer
Customer Acquisition
Acquisition

Responses
Green
Answer questions properly
& get referrals
Customer
Customer Acquisition
Acquisition
How to answer questions:
• 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
Customer Acquisition
Acquisition

Responses
Rotten
Make SURE you used the
correct approach
& get referrals
Customer
Customer Acquisition
Acquisition

Rotten
WHY
WHY SOMEONE
SOMEONE MIGHT
MIGHT SAY
SAY NO
NO

Rep did not use “Correct Approach”

Prospect is “Negative”!!!!
Customer
Customer Acquisition
Acquisition
Get Referrals!!
Reasons you should ask for referrals and
why prospects & customers
should give you Referrals

• ACN to ACN FREE CALLING!

• Video Phone to Video Phone
• To do you a FAVOR
Customer
Customer Acquisition
Acquisition

SW / SW / SW / SW

NEXT!!