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Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
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Insidelocal - Effective Sales Strategies for Local Agencies - 08142013

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  • We also asked agencies to tell us what their turnover was in the last 12 months. You can see that agencies are earning at all points in the spectrum.Nearly 50% SEOs revenue was under $50,000 Income is spread right across the range and 43% turned over more than $100,000
  • Transcript

    • 1. August 14th 2013 ‘Effective Sales Strategies for Local Agencies’
    • 2. ‘Effective Sales Strategies for Local Agencies’ Agenda: Data from Local SEO Survey 2013 Prospecting Pitching Closing
    • 3. Presentations & Q&A – 3 sections to webinar – Presentation + Q&A • Approx 20 mins per section – Longer Q&A session at end • Approx 30 mins
    • 4. House keeping… Webinar is being recorded Recording available on Monday 19th No webcam view (boo…) Slidedeck uploaded to slideshare.net Follow up email with all details
    • 5. Polls running… We are running 3 Polls during the webinar All ‘Sales’ related questions Display on your screen at various times Fingers on buzzers…60 seconds to answer Results posted at the end
    • 6. About ‘InsideLocal’ BrightLocal & Local Search Forum Bi-weekly webinar series Hot issues, trends & opportunities Great content, excellent speakers Advanced, Informative & actionable More webinars & dates at the end
    • 7. Speakers David Sprague realstrategic.com Laura Betterly yadayadamarketing. com
    • 8. Presenters Myles Anderson BrightLocal.com Linda Buquet Localsearchforum.com
    • 9. 1st Poll Do you enjoy the sales process & selling your services?
    • 10. Relax…its just sales
    • 11. Note: To protect the IP of the guest speakers, not all slides shown in the presentation have been included in this slidedeck.
    • 12. Frank Kern & Mario Brown Hangout Interview. The CURE… Market & Make A Sale #1 Secret To Why Local Sales People Fail Feeling Overwhelmed - Lose Focus - Lose Confidence - Lose Clarity (Frustrated ) FEAR “I’m Need More” #1 Learn More Stuff #2 Work On More Stuff #3 Buy More Stuff Start Marketing Paralyzed Marketing www.LocalMarketingGenius.com
    • 13. The #1 Factor For Success Secrets To Why Local Sales People Succeed Build In An “Immunity To Failure” Process Build In Consistency Process 1) Ingredient 50% : Motivation & Training: Help You Go 2) Ingredient 50% : Disciplined Action: Help You Grow Feel Excitement “Businesses Need Me” #1 Learn More Stuff #2 Work On More Stuff #3 Buy More Stuff Focus On Marketing NO Stuff!!!
    • 14. ONLY 2% of Sales are made on the second contact ONLY 5% of sales are made on the third contact ONLY 10% of sales are made on the fourth contact 80% of sales are made on the fifth to twelfth contact 48% of sales people never follow up with a prospect 25% of sales people make a second contact and stop 12% of sales people only make three contacts and stop www.LocalMarketingGenius.com
    • 15. Section 1 Local SEO Survey 2013 ‘Effective Sales Strategies for Local Agencies’
    • 16. What was your turnover in last 12 months? 0% 5% 10% 15% 20% 25% 30% 35% 40% 2013 2011 Source: BrightLocal Local SEO Industry Survey 2013
    • 17. How many leads do you pro-actively contact each month? 0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50% None 1 2-5 6-10 11-20 20-30 30-40 50+ 2013 2011 Source: BrightLocal Local SEO Industry Survey 2013
    • 18. % OF AGENCIES DO NOT ENGAGE IN OUTBOUND SALES
    • 19. Which channels are most effective at generating leads? Source: BrightLocal Local SEO Industry Survey 2013
    • 20. Conversion rate dropped significantly since 2011 0% 5% 10% 15% 20% 25% < 10% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% 2013 2011 Source: BrightLocal Local SEO Industry Survey 2013
    • 21. % OF LEADS CONVERTED TO NEW CUSTOMERS
    • 22. Section 2 Prospecting ‘Effective Sales Strategies for Local Agencies’
    • 23. T = Target Your Market I = Identify ONE Problem P = Personalize Your Communication More Detailed Training: http://www.leadkahuna.com/tipgo G = Give Value 0 = Offer A Decision www.LocalMarketingGenius.com
    • 24. Questions? Section 2 Prospecting
    • 25. 2nd Poll How do you rate your sales ability?
    • 26. ‘Effective Sales Strategies for Local Agencies’ Section 3 Pitching
    • 27.  The Goal Of A Meeting?  The Goal Of The Presentation Appointment Is To…  NEVER Send Or Give Out Your Presentation – Stay In Control  Maximum 30 Minutes Of Undivided Attention From The DM  Have An Exact Point By Point Process To Get To The Proposal  Ask 3-5 Preliminary “Yes” Questions  Closing Rates Are The Same In Person vs. Online (With Camera) www.LocalMarketingGenius.com
    • 28. Questions? Section 3 Pitching
    • 29. ‘Effective Sales Strategies for Local Agencies’ Section 4 Closing
    • 30. 3rd Poll Which part of the sales process do you find most challenging?
    • 31. Questions? Section 4 Closing
    • 32. 4th Poll Which of these regular tasks do you spend most time on?
    • 33. Questions?
    • 34. Poll 1: Do you enjoy the sales process and selling your services? 0% 5% 10% 15% 20% 25% 30% 35% 40% Yes, I enjoy it a lot Yes, I enjoy it a little Sometimes I enjoy it, sometimes i don't No, I don't like it I hate it
    • 35. Poll 2: How do you rate your sales ability? 0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50% I'm very good at sales I'm quite good at sales I'm not very good at sales I'm very bad at sales Don't know
    • 36. Poll 3: Which part of the sales process do you find most challenging? 0% 5% 10% 15% 20% 25% 30% 35% Prospecting & generating leads Getting a foot in the door/Getting past 'gate keeper' Meeting & presenting to new customers Handling objections Closing the deal
    • 37. Unanswered questions… Post these on Local Search Forum • http://localsearchforum.catalystemarketing.com/insidelocal- webinars/9596-webinar-effective-sales-strategies-local-search- agencies.html Speakers & Presenters will try to answer as many as possible
    • 38. InsideLocal: upcoming webinars September 11th – Enhanced citation optimization – David Moceri, Myles Anderson + 1 more (tbc) September 25th – Local Reputation Management – Don Campbell, Phil Rozek, Myles Anderson October 9th – Google+ Local Advanced Troubleshooting – Linda Buquet + 2 more (tbc)
    • 39. Register here… www.brightlocal.com/insidelocal www.localsearchforum.com/insidelo cal-webinars
    • 40. That’s all folks!

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