Xero

Contents What is Xero? Benefits of Xero Task Who are we contacting? What is the sales process? Call scripts Do's and Don'ts Useful Videos   What is Xero?  Xero is Britain’s leading online accounting software, helping thousands of small UK businesses run their accounts in the cloud and operate more efficiently. It gives you the tools to take care of your numbers, saving you time on mundane tasks and allowing you to focus on growing your business. Back to Contents   Benefits of Xero  Easy invoicing - Convert online quotes into invoices or create a new invoice and email it to your customer. You’ll see if they’ve opened it – and they can pay online.  Get paid faster - Use Xero to chase unpaid invoices by setting up automated invoice reminders. Xero emails a customer when an invoice is overdue.  Automatic bank feeds - There’s no need to import bank statements – just connect your bank and have them import daily.  Connect other apps to Xero - From point of sale to getting paid faster, over 900 trusted apps work with Xero, providing better business insights.  Be Making Tax Digital compliant - Xero has worked closely with HMRC since the announcement of Making Tax Digital for VAT so you can keep digital records and file returns directly online – quickly and easily.  Xero mobile app – available whenever you are - Download the Xero mobile app to carry out accounting tasks like invoicing anywhere, and minimise time in the office on admin. It’s available whenever you want, wherever you are, on any device. Back to Contents   Task Our task is to call customers and inform them about exclusive offer with Xero: They can sign up for their accounting software and receive 6 months free. This will give them a chance to familiarise themselves with the platform and take full advantage of its features without any initial cost. Back to Contents   Who are we contacting?  At the moment OST are contacting 3 different types of leads for this task.   Companies that incorporated 3 months ago Companies that incorporated 7 days ago Companies that have added Xero to the checkout – these customers will have also received an email campaign via the CRM system. Once that campaign has been completed the lead will then be added to the OST master. Back to Contents   What is the sales process?  Process for Type 1: Companies that incorporated 3 months ago Speak to the customer and ask if they are using any accounting software and offer a referral Email the customer using the following macro ‘XERO - 100% off for the first 6 months (not purchased)’ When adding the customer to the sales sheet please select ‘XeroNotPurchased’ as sales source. Follow up call and email to happen two working days later with ‘Xero chaser’ email sent.   Process for Type 2: Companies that incorporated 7 days ago Speak to the customer and ask if they have signed up for their accounting software  Email the customer using the following macro ‘XERO - 100% off for the first 6 months (not purchased)’ When adding the customer to the sales sheet please select ‘XeroNotPurchased’ as sales source. Follow up call and email to happen two working days later with ‘Xero chaser’ email sent.  Process for Type 3: Companies that have added Xero to the checkout Speak to the customer and ask if they have signed up for Xero yet Email the customer using the following macro ‘XERO - 100% off for the first 6 months (added to checkout)’ When adding the customer to the sales sheet please select ‘XeroCheckout’ as sales source. Follow up call and email to happen two working days later with ‘Xero chaser’ email sent. Back to Contents   Call script   Script for Companies that incorporated 7 days ago/3months ago    "Hi Jack, this is Charlotte from 1st Formations. You incorporated your company with us on the 1st May, congratulations!"  "I noticed you are eligible for a referral to Xero, I’m not sure if anyone has spoken previously with you about the online accounting software but this is just a quick reminder to activate your account if you were planning to sign up. Are you familiar with Xero?    *If the customer answers no*    Speak about two of the benefits listen in the benefits section.     Would you like me to send over a link for you to sign up?   *If the customer answers yes*     Once you select the referral link "You should see a green box on the left-hand side of the page—be sure to select that one. That gives you full access to the 6 month free trial. If you accidentally click the other box, you’ll only get the 30-day free trial. Once you’ve signed up you’ll receive a verification email which will ask for card details but it’s free and you’ll only be charged after 6 months.  Is there anything else I can help with while I have you?   Script for Companies that have added Xero to the checkout    "Hi Jack, this is Charlotte from 1st Formations. You incorporated your company with us on the 1st May, congratulations!"  "I noticed you requested a referral for a Xero referral this is just a quick reminder: the deadline to activate it is soon. Have you activated that offer yet?    *If the customer answers no*  I can resend the referral link right now.   Once you select the referral link you should see a green box on the left-hand side of the page—be sure to select that one. That gives you full access to the 6 month free trial. If you accidentally click the other box, you’ll only get the 30-day free trial. Once you’ve signed up you’ll receive a verification email which will ask for card details but it’s free and you’ll only be charged after 6 months.  Is there anything else I can help with while I have you? Back to Contents   Do’s Highlight the benefits of Xero Follow up with the customer 48 hours later Reconfirm customers email address is correct for the referral Tell the customer that the sign up process is only a few minutes long and inform them of the verification email where they will need to select their plan Remind the customer that the first 6 months are free   Do not’s   Do not tell customers that they don’t need an accountant. We can not advise on whether they will need one in the future.  Do not tell customers which plan they need to sign up to, advise the customers that they can trial any plan that they like and that they can always switch plans if they need to if their requirements change. Do not tell the customer to sign up for Xero and then cancel. Advise the customer that they simply need to give one months notice if their requirements change.  Back to Contents   Useful videos    Why use Xero    Get to know Xero essential    Small Business Accounting Explained in Four Minutes