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Selling SEOJuly 13, 2011
The FunnelLead Generation   Website                  Follow-up CRM Call to Action    Demo   Proposal     Close
Lead Generation – First 10 Clients• Personal Network – First 10                          Follow the 4-3-2-1 rule          ...
Lead Generation – Beyond 10• Search Engine Optimization      – Industry Niche (car dealer seo – 260)      – Geographic Nic...
Web Presence• Do you practice what  you preach?   –   Attractive site   –   Rankings   –   Video   –   Strong call to acti...
Call to Action• What we use   – Demo of dashboard   – Example clients     (you all have access to VetHubs.com)   – Whitepa...
The Demo
The Proposal• Recap   – You’ve got a lead, they have read your website,     they have seen a demo, they are impressed   – ...
The Proposal
Follow through - CRM• Track everything   – Sales notes   – Follow-ups• Manage your lead  pipeline and have a  weekly sales...
The Close• Find reasons to stay in  touch   – Newsletter   – Trends of competitors     online• When you do close   – Have ...
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Sales webinar update 7 2011

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Transcript of "Sales webinar update 7 2011"

  1. 1. Selling SEOJuly 13, 2011
  2. 2. The FunnelLead Generation Website Follow-up CRM Call to Action Demo Proposal Close
  3. 3. Lead Generation – First 10 Clients• Personal Network – First 10 Follow the 4-3-2-1 rule for referrals. Make four – Newsletter/Emails calls a day, write three notes a week, hold two – Lunches meetings a week, attend one event a week – Networking Events HubShout Tools • Monthly Newsletter Content – Copy and send to your prospects • Email Marketing Platform – Use it to create and send a monthly newsletter • Auto-responder Content – Work with your AM to setup an auto-responder
  4. 4. Lead Generation – Beyond 10• Search Engine Optimization – Industry Niche (car dealer seo – 260) – Geographic Niche (atlanta seo firm - 260)• Partnerships – Agencies / Associations / Etc..• Conferences – Expensive but can work• Cold Calling – Brutal but can work• Paid Search – Low conversion• Lead Generation Services – Lots of junk HubShout Tools • Monthly Newsletter Content – Copy and send to your prospects • Email Marketing Platform – Use it to create and send a monthly newsletter • Auto-responder Content – Work with your AM to setup an auto-responder
  5. 5. Web Presence• Do you practice what you preach? – Attractive site – Rankings – Video – Strong call to action – Track conversions – Blog HubShout Tools • Have a link building campaign for your website (shameless plug) • Track leads / phone calls in HubShout
  6. 6. Call to Action• What we use – Demo of dashboard – Example clients (you all have access to VetHubs.com) – Whitepapers / Guides / Videos• What we tried (and didn’t work) – Free month trial – Online marketing assessment HubShout Tools • Demo your private labeled portal
  7. 7. The Demo
  8. 8. The Proposal• Recap – You’ve got a lead, they have read your website, they have seen a demo, they are impressed – Proposal should give 1-2 options on pricing • Compete with the top players price • A smaller initial 90-120 day test• Proposal Components – Stock proposal components – Custom introduction defining their opportunity – Basic keyword research – Pricing HubShout Tools • Template Proposals
  9. 9. The Proposal
  10. 10. Follow through - CRM• Track everything – Sales notes – Follow-ups• Manage your lead pipeline and have a weekly sales call HubShout Tools • HubShout as your CRM (included with your portal setup)
  11. 11. The Close• Find reasons to stay in touch – Newsletter – Trends of competitors online• When you do close – Have the client sign a contract – Clearly layout payment terms and expectations
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