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ABCs of Small Business Customer Acquisition

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ABCs of Small Business Customer Acquisition Once you have clicked on the Learn More buttons - start exploring either the DigitalTalk Express or one of the landline ... – PowerPoint PPT presentation

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Title: ABCs of Small Business Customer Acquisition


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 ACNs 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
Analog Services
  • POTS (Plain Old Telephone Service) lines (wired
    service from the pole to your office using
    traditional copper lines). Also referred to as
    landline service.
  • Benefits
  • No Internet service needed
  • Switch to ACN is seamless
  • Consistency and reliability
  • Provides the customer with no change in the
    users experience to what they experience today

5
6
Wireline Phone Service for Businesses
Business Advantage - U.S.
  • Up to Ten Phone Lines
  • Competitive Rates
  • Up to 3 Analog Lines

Available in select CenturyLink markets in AZ,
CO, ID, MN, NM, OR, UT WA
7
Wireline Phone Service for Businesses
BusinessTalk - Canada
  • Up to Five Phone Lines
  • Competitive Rates
  • Add data/fax line
  • No Need to Switch Out Existing Equipment
  • Bundle with High Speed Internet

Available in select areas of Ontario and Quebec
8
Digital Services
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 Protocols 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
  • ACNs DigitalTalk Express service is a digital
    service which means your prospective small
    business customer must have an Internet
    connection to utilize the service.
  • 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

8
9
Digital Phone Service for Businesses
DigitalTalk Express - U.S. CA
  • 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

Available in U.S. and Canada
10
Account Qualification
  • Know what services are available for their
    location
  • Know the pricing

11
Account QualificationServices
12
Account Qualification Pricing Options
13
Whats Next?
Small Business Customer Acquisition
14
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
15
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

16
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?

17
What is Different Than Speaking with a
Residential Customer?
  • Contract Length3 year term contracts
  • Credit CheckIndustry standard
  • Non-Recurring Costs (NRC)Understand and can
    calculate their Return on Investment (ROI)

18
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

19
Contact Center
TOOLS Contacts Manage Your Small Business Owner
Info Track Your Customers Interest Creative
Center / Marketing Materials Thank You
E-cards Product E-cards
20
ABCs of Small Business Customer Acquisition
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