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ABCs of Small Business Customer Acquisition
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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
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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?
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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?
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5
Digital Services• Digital service translates or digitizes the voice sounds into a series of data bytes,
transfers those bytes over a data pipe and then translates those digitized bytes into audible sounds at the other end.
• VoIP is Voice over Internet Protocol and IP Telephony is Internet Protocol Telephony. – VoIP is the digital transport vehicle i.e. 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
• Digital voice services transport your voice calls over the same data connection you use for surfing the Internet or checking email instead of having a separate connection for just voice service (which is what POTS is).
• Why would you do this?– 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 emails virtually anywhere
• ACN’s DigitalTalk Express service is a digital service which means your prospective small business customer must have an Internet connection to utilize the service. 5
Digital Services
• Digital service translates or digitizes the voice frequencies of sound into a series of data bits and transfers those bits (ones & zeros) over an Internet connection and then convert those digitized bits into audible sounds at the distant end
• VoIP is Voice over Internet Protocol
• IP Telephony is Internet Protocol Telephony
• Transports voice calls over the same data connection used for surfing the Internet
• Benefits:
• 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 voice mails virtually anywhere
• Call quality is excellent
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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
Digital Phone Service for Businesses
DigitalTalk Express - U.S. & CA
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Account Qualification
• Know what services are available for their location
• Know the pricing
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Account
Qualification
Services
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What’s Next?
Small Business Customer Acquisition
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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
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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
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Is What I Have
the Right Fit?
1. What services do they use today?
2. What are they paying for those services?
3. Are they under contract?
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What is Different Than Speaking with a
Residential Customer?
• Contract Length2 or 3 year term contracts
• Credit CheckIndustry standard
• Non-Recurring Costs (NRC)Understand and can calculate their Return on Investment (ROI)
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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
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Contact CenterTOOLS
Contacts
Manage Your Small Business
Owner Info
Track Your Customer’s Interest
Creative Center / Marketing
Materials
Thank You E-cards
Product E-cards
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ABCs of Small Business Customer Acquisition