ABCs of Small Business Customer Acquisition
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1 ABCs of Small Business Customer Acquisition
2 Welcome Small Business Customer Acquisition Series How to Approach How to Sell to Small Businesses Increase Knowledge of Small Business Products Benefits of Products to Small Business Owners
3 Agenda What is the difference between ACN s DigitalTalk Express and BusinessTalk services? How do I pre-qualify a prospect? Small business customer acquisition What to do?
4 DigitalTalk Express vs. BusinessTalk Terms: Analog, Digital, VoIP and IP Telephony Differences between the 2 ACN Phone Service offerings How does all this fit together?
5 Digital Services Digital Services Digital service translates or digitizes the voice frequencies sounds into of a series sound of into data a series bytes, of transfers data bits those and bytes transfers over those a data bits pipe (ones and & then zeros) translates over those Internet digitized connection bytes and into then audible convert sounds those at the digitized other end. bits into audible sounds at the distant end VoIP is is Voice Voice over over Internet Internet Protocol and IP Telephony is Internet Protocol Telephony. IP Telephony VoIP is the digital is Internet transport Protocol vehicle i.e. Telephony how a digitized conversation goes from one location to another IP Telephony is using Internet Protocol s to digitize voice to take advantage of hardware and software applications Transports voice calls over the same data connection used for surfing the Internet Benefits: Digital voice services transport your voice calls over the same data connection you use for surfing the Internet or checking instead of having a separate connection Cost savings for just by voice using service one connection (which is what instead POTS of multiple is). connections Why Flexibility would you as do you this? can easily add or remove digital voice lines Cost savings by using one connection instead of multiple connections Flexibility as you can easily add or remove digital voice lines Efficiency is improved e.g. as you can forward calls and s virtually anywhere Efficiency is improved e.g. as you can forward calls and voice mails virtually anywhere ACN s DigitalTalk Express service is a digital service which means your prospective Call quality small is excellent business customer must have an Internet connection to utilize the service. 5
6 DigitalTalk Express - U.S. & CA Digital Phone Service for Businesses Available in U.S. and Canada Simple out-of-the-box phone system Turn-key phone system with unlimited calling to U.S. and Canada Offers up to 8 voice lines Easy to use yet a powerful business-tested solution Simple, customer self installation
7 Account Qualification Know what services are available for their location Know the pricing
8 Account Qualification Services
9 Small Business Customer Acquisition What s Next?
10 IBO Mindset Businesses buy based on relationships, just like residential customers The products we offer will meet their immediate needs Be a consultant / partner for phone service optimization Focus on benefits not price
11 Business Owner Mindset Will this service save me money? OR Will this service improve my businesses efficiency? OR Will this service help me generate more sales opportunities for my business? AND Do I like the person who is offering me this service
12 1. What services do they use today? 2. What are they paying for those services? 3. Are they under contract? Is What I Have the Right Fit?
13 What is Different Than Speaking with a Residential Customer? Contract Length 2 or 3 year term contracts Credit Check Industry standard Non-Recurring Costs (NRC) Understand and can calculate their Return on Investment (ROI)
14 Why Small Business Customers? Small business services generally are priced higher than consumer services Many small businesses will use more services than a consumer Small businesses will enter into longer term agreements than consumers ACN expansion of small business services
15 TOOLS Contact Center Contacts Manage Your Small Business Owner Info Track Your Customer s Interest Creative Center / Marketing Materials Thank You E-cards Product E-cards
16 ABCs of Small Business Customer Acquisition
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