ABCs of Small Business Customer Acquisition

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

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?

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 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

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

Account Qualification

• Know what services are available for their location

• Know the pricing

Account

Qualification

Services

What’s Next?

Small Business Customer Acquisition

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

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

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?

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)

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

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

ABCs of Small Business Customer Acquisition