12. You’ve
probably
seen...
Over the last few months
leading U.S. wireless carriers
have launched major advertising campaigns
aimed at the small business sector.
Why?
Simply put, small business represents
one of wireless carriers few remaining
avenues of organic growth.
14. Wireless has become a crucial
component for small businesses
of all kinds. Small Businesses
A recent survey by AT&T found
cost-conscious businesses are
increasingly dependent on
wireless technologies, with nearly
two-thirds (65 percent) saying
they could not survive without
wireless technology!
Despite the economic recession,
small businesses continue to
adopt wireless services and
companies with fewer than 20
employees are leading the way.
Recent forecasts estimate that
small business spending for
wireless services will overtake
spending on landline voice and
data by next year!
16. Freedom
Wireless connectivity is a
critical tool for success to thrive!
and growth at small Why is
businesses! wireless
Small businesses are
Business owners often technology
wear many hats and have
often in competition with
to keep track of multiple s o
larger companies and
need to maximize the
efficiency of workers.
facets of their business...
even during nights, Valuable
weekends and vacations.
They simply can't afford
to have employees out of Wireless solutions
Wireless technologies
touch. increase efficiency
ensure that businesses and reduce
aren't tied down to a operating costs.
Cell phones, laptops/
single location and have
netbooks and tablets,
the freedom to be
combined with GPS, Wi-Fi
productive just about
and Bluetooth wireless
anywhere.
technologies create the
potential for a powerful
mobile workforce.
20. Estimated SMB Market Share in the U.S.
• T-Mobile
•
2% 11%
36%
Verizon
•
•
AT&T
Sprint
21%
30%
• Other
Of the Small Businesses that already have wireless service, 89% are currently with
another carrier.
22. In particular, we
must increase
Our time is
visibility and
presence for small
businesses in our
now.
We must increase the focus on retail stores, where
a seemingly
this segment across all
unassuming
channels.
customer
could really be
seeking a 50-line
deal.
23. GP3 SMB
Mission:
Win every
customer from
SMB
our
competition and grab
any small business
that has yet to adopt
wireless service and
make them loyal to
T-Mobile.
24.
25. How will we win them?
Who will lead the way?
People
GP3 frontline sales
Value Network
27. Next generation devices
- Offering more 4G
devices than any other
carrier, we have a strong
One size does not fit
all for rate plans or
lineup of smartphones,
tablets and hotspot The value
devices that help
T-mobile brings
devices - Flexible or
customized solutions are businesses access
becoming exceptionally powerful productivity tools
SMBs
important to small from anywhere. Now that
businesses. EIP (link) is available to
We’re receiving rave
small business, these
customers will no longer to
have to pay full cost for a
reviews from the small device up front. Closing an
business community by SMB sale has never been
.
allowing the purchase of easier!
the handset separate
from the service plan (on
Value Plans). Our SMB If the business has limited
Value Plans are the credit history and is not
least expensive in our approved without a
lineup. As a result, deposit, utilizing the
customers are getting Personal Guarantor (link)
service discounts of will allow their credit class
more than 50 percent to be determined based on
compared to competitor an individuals credit
offerings. history, making the
approval process fast and
very easy.
30. Coverage, reliability &
speed matter With mobile Internet speeds
superior to many home or
most... office connections, right in the
palm of their hand; we allow a
small business to extend their
office virtually from coast-to-
coast!
Small businesses identify
coverage to be the second
most important factor driving Average download speeds on our HSPA+
42 Mbps-capable data stick approach 10
carrier selection (behind price Mbps with peak speeds of 27 Mbps, and
competitiveness), and much download speeds approaching 8 Mbps
higher than consumers, who with peak speeds of 20 Mbps on our
rate coverage behind price, most advanced HSPA+ 42 Mbps-capable
family plans, payment options smartphones, the HTC Amaze™ 4G and
the Samsung Galaxy S™ II.
and free in-network calling.
As for reliability, T-Mobile has
With the power of our
them covered. Our Voice and
supercharged nationwide 4G
data network covers more than
wireless network - offered in
96% of Americans. We are also
100 metro areas and covering
the only major U.S. Carrier with
200 million people across the
a transatlantic GSM/GPRS
U.S. - our devices perform
wireless network augmented
better and faster in more
by Wi-Fi Calling. That means
places!
seamless wireless coverage to
more than 220 countries.
31.
32. We must engage SMB
customers in our stores
and communities! n t l i n e
F r o
associates and
store leadership
engagement are
key!
How do you drive
Small Business
growth in your Because potential small
business customers often
look and act like regular
customers, it can be
difficult for us to identify
and capitalize on these
prospective customers.
34. Make SMB a focus in your store
everyday!
COACH YOUR TEAM TO:
Use the Worklife version of the RFG
Ask every customer they interact with where
they work, every time.
Ask all new credit apps if this will be for
business or personal use.
Present current SMB device and service
promotions. (Click here for Showtime 2011
promos)
Wear their flare! When SMB promo lanyards are
available.
ALWAYS include a SMB goal for the day as part of your
morning QuickConnect!
37. They stick around... BUT being remarkably ‘loyal’
does not necessarily mean they
are happy. It is often due to the
fact that the business owner/
decision maker has enough to
deal with on a daily basis that
Without a doubt, small business switching is far from their mind,
customers are some of the most unless they are very
loyal. Those who have wireless dissatisfied.
service for their business may
have been with their current They often also fear that the
carrier for several years and process of switching itself could be
may have never considered a quite a conundrum. Since
switching before. connectivity is vital to SMBs, loss
of service could mean losing a sale
or disrupt operations.
38. Let’s take a look at some of the ways your team can prospect
effectively...
39. T h i n k
Reach out to small
outside businesses in your area.
the BOX! Prospecting businesses isn’t just for B2B! It
is an easy process we can adopt in our
stores to grow and win a lot of high value,
loyal customers!
Finding small businesses is easy! There are
hundreds of opportunities right in our
backyard, with even more new businesses
starting up everyday.
Finding better small business leads is as
simple as knowing where to look and how
to connect... the rest of the sales process
is the same “Discover and Solve” method
we use everyday!
Let’s take a look at some of the ways your team can prospect
effectively...
40. Less Cold
Calling
Run out referrals or need to
build your book of business?
Manta is the world's largest online community for connecting
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Text
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Manta also serves as a unique resource for and about the SMB
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Refine Your Search: Use Manta filters to sort your search results.
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42. Personal Guarantor
40% of small businesses lack sufficient credit history for T-Mobile to offer them more lines of service.
43. Personal Guarantor
40% of small businesses lack sufficient credit history for T-Mobile to offer them more lines of service.
NEW Credit Option for Direct Customers
44. Personal Guarantor
40% of small businesses lack sufficient credit history for T-Mobile to offer them more lines of service.
NEW Credit Option for Direct Customers
•••
45. Personal Guarantor
40% of small businesses lack sufficient credit history for T-Mobile to offer them more lines of service.
NEW Credit Option for Direct Customers
•••
New business without credit history Business with insufficient credit
46. Personal Guarantor
40% of small businesses lack sufficient credit history for T-Mobile to offer them more lines of service.
NEW Credit Option for Direct Customers
•••
New business without credit history Business with insufficient credit
Customer is unable or unwilling to provide a per-line deposit
48. Small Business Thursdays
Think of prospecting like working out... You know it is good for you and it will produce positive results if
you do it routinely.
