1. Advanced Customer Acquisition “The Process”

2. United States YBA PREFERRED TOOL
CORE SERVICES – PREFERRED – LIFE OF THE CUSTOMER RESIDUALS
Over $3,000 month
NON-CORE SERVICES – PREFERRED – LIFE OF THE CONTRACT RESIDUALS
YBA PREFERRED TOOL

3. Canada YBA PREFERRED TOOL
CORE SERVICES – PREFERRED – LIFE OF THE CUSTOMER RESIDUALS
Over $3,000/month
NON-CORE SERVICES – PREFERRED – LIFE OF THE CONTRACT RESIDUALS
YBA PREFERRED TOOL

4. Leaders Do Your Homework More Understanding = More Success
Learn about your market and products
Master 2-3 services in your area
Customer Surveys specific to the market
Review FAQs and answers on your Storefront
Set weekly or monthly customer training with your team
Training, Training & more Training!

5. FACT: The RESULTS of an IBO and their TEAM Who are Excellent At Acquiring Customers:
You will earn a higher residual income
Your team will earn a higher residual income
Better recruiters because of belief
Better trainers
Ultimately more successful

6. Perception vs Reality Buy emotionally, not logically
People spend their money on things they think will make them happy
Don’t know exactly what they have or what they are paying
Savings are NOT the most motivating factor
Feel great about supporting a cause
Would rather do business with someone they like & trust over saving money
Add:

7. Short-Term Goal: 15+ customer points (1st 30 days)
Customer Acquisition
Short-Term Goal: 15+ customer points (1st 30 days)
Acquire 5 or more qualifying customer points
Become a QTT (Qualified Team Trainer)
Acquire 15 or more customer points
Become an ETL (Executive Team Leader)
20 to 30 points for September Quickstart Bonus
Long-Term Goal: 60+ customer points
A leader in the hunt for TC, RD, RVP, SVP Points is a must!
Allows you to maximize Compensation Plan

8. Prospects who do not become IBOs
Customer Sources
Yourself
Prospects who do not become IBOs
Referrals & Everyone Else – Warm Market
Initially new IBOs should focus on Customer Sources 1 and 2

9. Prospects who do not become IBOs
Customer Sources
Yourself
Prospects who do not become IBOs
Referrals & Everyone Else – Warm Market
Approach referrals and everyone else after you gain knowledge, experience and confidence

10. We recommend you become your own customer!
Customer Source 1: Yourself
We recommend you become your own customer!
Creates knowledge & belief for you in the services
Teaches you the customer sign-up process
Provides you all the necessary tools
You set a good example

11. Prospects who do not become ACN Independent Business Owners
Customer Source 2
Prospects who do not become ACN Independent Business Owners
Keys to Success
Enthusiasm
Urgency
Rely on your relationship
Use the favor approach

12. Referrals and Everyone Else - Warm Market
Customer Source 3
Referrals and Everyone Else - Warm Market
Always ask Questions
Who do you know?
Who would like their service for free?
Who would like to save money?
Who would like to feed hungry children?
Who do you know who would like unlimited service?
Who do you know who doesn’t like their current carrier?
Who do you know who is paying too much for service?

13. This further helps our mission to feed 1 million children this year!
U.S. and Canada
Strive for 5
For IBOs & Customers
When you refer 5 people who become customers of the same service, you can receive your same residential service free!
This further helps our mission to feed 1 million children this year!

14. Strive for 5 for IBOs and Customers
Local & LD
Flash Wireless
Digital Phone
Refer 5 ACN Digital Phone Service Customers, 5 ACN Digital Phone Service Bundled with High Speed Internet Customers or a combination of both and your service can be FREE!
Refer 5 ACN Local and Long Distance Customers and your Local and Long Distance service can be FREE!
Refer 5 of each or a combination of Flash and Flash (s) Customers and your Flash Service can be FREE!

15. Strive for 5 for IBOs and Customers
Canada
Strive for 5 for IBOs and Customers
Digital Phone
Local & LD
Refer 5 ACN Digital Phone Service Customers, 5 ACN Digital Phone Service Bundled with High Speed Internet Customers or a combination of both and your service can be FREE!
Refer 5 ACN Local & Long Distance Customers, 5 ACN Local & Long Distance Bundled with High Speed Internet Customers or a combination of both and your Local and Long Distance Service can be FREE!

16. FAVOR HELP TRY Customer Approach
People will become your customer quicker to support you than if you try selling them on the services

17. Will Play for Food approach
Approaches: With Favor, Help, Try
Your “Why” approach
Will Play for Food approach
“Why” Approach w/ customer survey form and gathering information
Ask Questions Approach that lead into Favor, Help, Try Approach
Questions with Service for Free Approach

19. MARCH TO A MILLION
Follow our progress…

20. 88% 84% Understand the Power of a Cause Based Mission
of Americans said if given the opportunity would buy service with social benefit
of Americans would tell friends & family about a company with a social benefit
84%

21. Customer Acquisition Approach
Use the Customer Acquisition Script
Speak with Urgency & Enthusiasm
Sort
Red Apples Sign Them Up
Green Apples Follow the Script
Brown Apples Move On

22. “Can you do me a huge personal favor?”
Customer Acquisition Script
“Can you do me a huge personal favor?”
(Wait for Response)

23. Red & Green Responses – Ask the Favor!
Customer Acquisition Script
Red & Green Responses – Ask the Favor!

24. Customer Acquisition Script
“I’m working with a company that offers all of your essential home services that most people use every day like home phone service, television, wireless cell phone service and gas and electricity just to name a few. However, when you use one of our services, you’re helping support a charity that focuses on feeding children in need.”

25. Customer Acquisition Script
“Very simply, when you become one of my customers, a child gets fed each and every month for as long as you remain a customer. If I acquire a certain amount of customers this month, we can provide even more meals to hungry children, and I’m only a couple customers away from my goal.
In addition, I can show you how your service could be free when you simply refer a handful of other customers who sign up for the same service.”

26. “If I can offer you a service:
Customer Acquisition Script
“If I can offer you a service:
That you are already using with the same or better quality and value that you are used to...and with the potential to receive that service for free…
Can you do me a huge personal favor, help support me and this charity and become one of my customers?”
(wait for response)

27. Send Will Play for Food or Strive for 5 Video
Customer Acquisition Script – Alternate Option Using the WPFF Video
“Do you mind giving me your cell number? I want to text you a video to watch, and then I can follow up with a phone call to find out if you like what you see.”
Send Will Play for Food or Strive for 5 Video

28. How to Handle Green Apples
Answer The Question
Ask For The Favor

29. Ask for the Favor
“Can you do me a huge personal favor, help me and this charity and become one of my customers?”

30. Answer the question Ask for the favor
How to Handle Green Apples
For additional commonly asked questions and answers visit your Store Front and remember for best results:
Answer the question
Ask for the favor

31. Don’t have any emotional attachment -
How to Handle Brown Apples
Don’t have any emotional attachment -
Not everyone is going to say YES
Don’t get upset
Understand we SORT - NOT SELL
SW / SW / SW NEXT
“NO” today / “YES” in the future
WHY people say “NO”
Have Fun

32. The Process
Flash Wireless Customer Acquisition

33. Flash Wireless - The Process
First Step
If you want success, become your own customer…period! This is one of your best recruiting tools
In some cases, may mean having to break your contract

34. Key Points Use Storefront / Flash Wireless to view compatible devices
Add continued at top remove flash wireless – add logo to all slides
Use Storefront / Flash Wireless to view compatible devices
Have access to Wi-Fi – most phones activate over Wi-Fi (Starbucks, House, etc.)
Customer will need account # from previous provider and 4 digit PIN code to transfer number

35. Key Points Get familiar with where to find MEID numbers for phones
Flash Wireless
Key Points
Get familiar with where to find MEID numbers for phones
Android - under battery (Droids, HTC, Samsung Galaxy, etc.)
Apple products like iPhone - under settings in phone

36. Key Points Make sure phone is charged
Flash Wireless
Key Points
Make sure phone is charged
Have Flash Customer Service number handy:
Customer must have an address – easy to get a free one through gmail, etc.

37. Key Points Flash (s) is Sprint, Flash Wireless (v) is Verizon
Get familiar with plans on both networks
FAQs located in Support section of your storefront – a must read if you want to be excellent at this service

38. Key Points Know which network your customer is currently using
Flash Wireless
Key Points
Know which network your customer is currently using
BYOD (bring your own device) - see compatible phones by selecting “Bring Your Own Phone”

39. Key Points Flash Wireless (s) – 3G, 4G and 4G LTE Device support
Many desirable phones (iPhone 5, note 2, Galaxy 2, 3 and 4s, etc.)
Flash wireless (v) – supports many 3G devices, with more devices coming

40. Key Points Flash Wireless
Latest and greatest devices may not be supported within first year of release
Reality:
Most people don’t want to spend $800 on a new phone or get into a contract with Early Termination Fees
People prefer to save on their monthly plan versus having the latest phone

41. Flash Wireless
Key Points
Flash wireless (s) Advantages: Contract phones with 2-year agreements at reduced costs and will require credit checks
Flash Wireless (v) Advantages: No contracts, no credit checks, month to month billing, no ETFs, unlimited plans, awesome pricing plans

42. Flash Wireless
Points and commissions for the life of the customer forever as long as they are paying their bill ☺ $$$$$$$$$$!!

43. Bring current number with you or get a new number
Flash Wireless
Purchase equipment online with no contract – must pay for phone during checkout
Bring current number with you or get a new number

44. Add Ons Flash wireless (s) – International plans
Change all references to s and v
Flash wireless (s) – International plans
Flash Verizon (v) Mobile hotspot – provides Wi-Fi to up to 5 other devices
Many online companies offer insurance for phones
Unlimited calling is based on normal, personal, non-commercial use.

45. Rate Plans Unlimited voice only - $32
Flash Wireless (v)
Rate Plans
Unlimited voice only - $32
Voice, text and 200 MB data - $36
Unlimited voice, text and data - $67
Biggest Advantage: Unlimited Plans
Unlimited calling is based on normal, personal, non-commercial use.

46. Rate Plans Unlimited voice only - $32
Flash Wireless (s)
Rate Plans
Check plans against website – make bullets
Unlimited voice only - $32
Unlimited Voice and text plus 200 MB of data - $36
Unlimited voice, text, and data - $47

47. Advantages Over Other Carriers
Flash Wireless (s)
Advantages Over Other Carriers
All billing is done through credit, debit or use of a prepaid card
Having an unlimited or data plan is not required for smartphones.
Select a lower priced plan and use a smartphone with Wi-Fi capability

48. Advantages Over Other Carriers
Flash Wireless (s) & (v)
Advantages Over Other Carriers
Pricing plans already include most taxes
Flex Wallet - Customer receives $10 credit at sign- up for use with directory assistance, international calling, etc.
Allows no contract customers all conveniences of contract customers

49. Customer Account Management
Flash Wireless
Customer Account Management
Accounts managed online at flashwireless.com
Remember you can upgrade or change devices at any time at flashwireless.com
Put in new ESN/ MEID number. Takes about 3 to 5 minutes

50. Flash Wireless
Sign Up Process
Update based on new website
Go to your Online Store, select Wireless, then Shop Now
Choose your network
3 ways to shop – by plan, by phone or bring your own phone

52. Sign Up Process - BYOD Enter the phone MEID number
Flash Wireless
Sign Up Process - BYOD
Enter the phone MEID number
A handful of phones like iPhone 5, Samsung Galaxy 4, etc. ask for the ICC ID number which is located in same area
Once device is checked and approved, proceed to next page and pick a plan

53. Flash Wireless
Sign Up Process - BYOD
Add additional features such as international plan
One time activation fee of $29.99 added
Select to transfer your number or acquire a new number

54. Flash Wireless
Sign Up Process
If transferring a number, enter previous account number and 4 digit PIN code from previous provider
If not correct, order will be placed but number will not port until fixed – customer will receive an with instructions

55. Sign Up Process Enter billing and shipping information
Flash Wireless
Sign Up Process
Enter billing and shipping information
Enter your and create password for online login account management
Enter payment information
Agree to Terms and Conditions - The Customer Must Do Themselves (Important)

56. Confirmation code – write this down for future reference
Flash Wireless
Confirmation code – write this down for future reference
Once complete, customer will receive 2 s
Confirmation of order
Activation instructions – may take up to 72 hours for customers transferring a number

57. All details on how to activate phone will be provided
Flash Wireless
All details on how to activate phone will be provided
Activation instructions for all phones available under Tools and Resources tab on Flash Wireless Online Store

58. Flash Wireless
Important Reminders
Most phones activate by Wi-Fi or a code, so customer should keep both phones with them at all times in the event the number ports while in a Wi-Fi area. In this case, the original phone would no longer work.

59. Flash Wireless
Nuggets
Gather information from potential customers through the customer survey form or by asking …
What network do you have?
What are you currently paying?
How many phones on plan?
Do you have unlimited Data?
Are you in a contract with current provider/how many months are left?

60. Flash Wireless
Nuggets
Move ETF copy to previous ETF slides – about breaking contracts
Even with ETF fees, we can save customers money over a few months which often offsets the ETFs
3 accounts with up to 5 phones on each account per household address

61. Nuggets Don’t forget… Strive for Five for IBOs & customers
Flash Wireless
Nuggets
Don’t forget…
Strive for Five for IBOs & customers
If you have Flash wireless service and acquire 5 additional customers in addition to yourself (even in own home) your service can be free
Savings of up to $804 a year just on your own phone

62. Become a Flashaholic! Nuggets
Flash Wireless
Nuggets
Flash wireless is an ACN Core service which means you will receive points and residuals for life of customer
Become a Flashaholic!

63. Set up weekly or monthly Customer Training with your team
Go get 60+ Points of Flash Wireless to master service & build Billing Revenue
Send customers Thank You Cards from the Contact Center this weekend!
Use testimonials at your weekly BOMs