ABCs of Small Business Customer Acquisition

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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 ACNs 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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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

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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
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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
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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

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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
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Account Qualification

• Know what services are available for their
  location
• Know the pricing

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Account QualificationServices
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Account Qualification Pricing Options
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Whats 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 Length3 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 Center
TOOLS Contacts Manage Your Small Business Owner
Info Track Your Customers Interest Creative
Center / Marketing Materials Thank You
E-cards Product E-cards
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ABCs of Small Business Customer Acquisition