August 14th 2013
‘Effective Sales Strategies for Local Agencies’
‘Effective Sales Strategies for Local Agencies’
Agenda:
Data from Local SEO Survey 2013
Prospecting
Pitching
Closing
Presentations & Q&A
– 3 sections to webinar
– Presentation + Q&A
• Approx 20 mins per section
– Longer Q&A session at end
...
House keeping…
Webinar is being recorded
Recording available on Monday 19th
No webcam view (boo…)
Slidedeck uploaded t...
Polls running…
We are running 3 Polls during the webinar
All ‘Sales’ related questions
Display on your screen at variou...
About ‘InsideLocal’
BrightLocal & Local Search Forum
Bi-weekly webinar series
Hot issues, trends & opportunities
Great...
Speakers
David Sprague
realstrategic.com
Laura Betterly
yadayadamarketing.
com
Presenters
Myles Anderson
BrightLocal.com
Linda Buquet
Localsearchforum.com
1st Poll
Do you enjoy the sales process &
selling your services?
Relax…its just
sales
Note:
To protect the IP of the guest
speakers, not all slides shown in
the presentation have been
included in this slidede...
Frank Kern & Mario Brown Hangout Interview.
The CURE… Market & Make A Sale
#1 Secret To Why Local Sales People Fail
Feelin...
The #1 Factor For Success
Secrets To Why Local Sales People Succeed
Build In An “Immunity To Failure” Process
Build In Con...
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 ...
Section 1
Local SEO Survey 2013
‘Effective Sales Strategies for Local Agencies’
What was your turnover in last 12 months?
0%
5%
10%
15%
20%
25%
30%
35%
40%
2013 2011
Source: BrightLocal Local SEO Indust...
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-...
%
OF AGENCIES DO NOT ENGAGE
IN OUTBOUND SALES
Which channels are most effective at generating leads?
Source: BrightLocal Local SEO Industry Survey 2013
Conversion rate dropped significantly since 2011
0%
5%
10%
15%
20%
25%
< 10% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
2013...
%
OF LEADS CONVERTED TO
NEW CUSTOMERS
Section 2
Prospecting
‘Effective Sales Strategies for Local Agencies’
T = Target Your Market
I = Identify ONE Problem
P = Personalize Your Communication
More Detailed Training: http://www.lead...
Questions?
Section 2
Prospecting
2nd Poll
How do you rate your sales
ability?
‘Effective Sales Strategies for Local Agencies’
Section 3
Pitching
 The Goal Of A Meeting?
 The Goal Of The Presentation Appointment Is To…
 NEVER Send Or Give Out Your Presentation – St...
Questions?
Section 3
Pitching
‘Effective Sales Strategies for Local Agencies’
Section 4
Closing
3rd Poll
Which part of the sales process do
you find most challenging?
Questions?
Section 4
Closing
4th Poll
Which of these regular tasks
do you spend most time on?
Questions?
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
...
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 goo...
Poll 3: Which part of the sales process do you
find most challenging?
0%
5%
10%
15%
20%
25%
30%
35%
Prospecting &
generati...
Unanswered questions…
Post these on Local Search Forum
• http://localsearchforum.catalystemarketing.com/insidelocal-
webi...
InsideLocal: upcoming webinars
September 11th – Enhanced citation optimization
– David Moceri, Myles Anderson + 1 more (t...
Register here…
www.brightlocal.com/insidelocal
www.localsearchforum.com/insidelo
cal-webinars
That’s all folks!
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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  • 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
  • Insidelocal - Effective Sales Strategies for Local Agencies - 08142013

    1. 1. August 14th 2013 ‘Effective Sales Strategies for Local Agencies’
    2. 2. ‘Effective Sales Strategies for Local Agencies’ Agenda: Data from Local SEO Survey 2013 Prospecting Pitching Closing
    3. 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. 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. 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. 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. 7. Speakers David Sprague realstrategic.com Laura Betterly yadayadamarketing. com
    8. 8. Presenters Myles Anderson BrightLocal.com Linda Buquet Localsearchforum.com
    9. 9. 1st Poll Do you enjoy the sales process & selling your services?
    10. 10. Relax…its just sales
    11. 11. Note: To protect the IP of the guest speakers, not all slides shown in the presentation have been included in this slidedeck.
    12. 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. 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. 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. 15. Section 1 Local SEO Survey 2013 ‘Effective Sales Strategies for Local Agencies’
    16. 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. 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. 18. % OF AGENCIES DO NOT ENGAGE IN OUTBOUND SALES
    19. 19. Which channels are most effective at generating leads? Source: BrightLocal Local SEO Industry Survey 2013
    20. 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. 21. % OF LEADS CONVERTED TO NEW CUSTOMERS
    22. 22. Section 2 Prospecting ‘Effective Sales Strategies for Local Agencies’
    23. 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. 24. Questions? Section 2 Prospecting
    25. 25. 2nd Poll How do you rate your sales ability?
    26. 26. ‘Effective Sales Strategies for Local Agencies’ Section 3 Pitching
    27. 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. 28. Questions? Section 3 Pitching
    29. 29. ‘Effective Sales Strategies for Local Agencies’ Section 4 Closing
    30. 30. 3rd Poll Which part of the sales process do you find most challenging?
    31. 31. Questions? Section 4 Closing
    32. 32. 4th Poll Which of these regular tasks do you spend most time on?
    33. 33. Questions?
    34. 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. 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. 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. 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. 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. 39. Register here… www.brightlocal.com/insidelocal www.localsearchforum.com/insidelo cal-webinars
    40. 40. That’s all folks!
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