Jerr
         y M
      tiona cGuir
Tradi
           l&D         e G
              igital         uide
                   ...
Thursday, October 15, 2009
ake
    t’s T      oll
  Le       k P
       uic
   A Q




                             How many people here
            ...
What’s the difference?




              Sales?
            Marketing?
            Advertising?
Thursday, October 15, 2009
Thursday, October 15, 2009
Meet & greet with
                                        Networking Strategy
                   Building Awareness

     ...
What can Jerry
                             Teach Us?
Thursday, October 15, 2009
What do they mean when they say




                                  Show Me The Money....




Thursday, October 15, 2009
What do they mean when they say




    Are you treating me
      like a statistic?


                                  Sh...
What do they mean when they say

                                              Are you building a good
                   ...
What do they mean when they say

                                                Are you building a good
                 ...
Jerry says..
 It’s Not All
About Marketing
          We live in a online marketing
     and social media world but are
   ...
Authenticity

Thursday, October 15, 2009
Flexibility

Thursday, October 15, 2009
Do you customers feel like you
 Step Over Them
   while looking at marketing?




Thursday, October 15, 2009
The things you build should be inspired by the
        people who use them.  But sometimes this can
         be a challeng...
Some Myths
                                     common urban legends



              How do urban legends start?




Thur...
First Myth:
        SEO, PPC & Email Marketing
         are all I need to worry about online....




Thursday, October 15,...
Keyword Research      Build Ad Creative



                             Build Site Properly   Build Links To Site



     ...
can Geico really save me money?




                             Keyword Research                     Build Ad Creative


...
What can be
                             done outside of
                              the ordinary?


Thursday, October 1...
Second Myth:
               if I do a great job marketing
               that’s enough to close the deal




Thursday, Oct...
What do you mean when you say




                                         Help Me Help You...




Thursday, October 15, 2...
What do you mean when you say

                                                     Do as I say?




                     ...
What do you mean when you say

                                                        Do as I say?


                    ...
What do you mean when you say

                                                        Do as I say?


                    ...
Pain Points Aren’t Solved
                                  with Calls To Action


         Help Me. Help You.


         ...
Third Myth:
               people don’t respond
               to traditional sales techniques




Thursday, October 15, 2...
Authentic
      relationships are sales too.
Thursday, October 15, 2009
More realization than myth
                     you mean it’s not magic?
                     I might have to do more?



...
CAUTION AHEAD
                             Some things we think about the tools and
                             marketing...
Sometimes we expect
    too much from prospects

            If th
                   e pro
                          spec...
We get results
                             but it could be better




Thursday, October 15, 2009
Jerry says..
Build Strong
 Relationships
           In this economy the effect of
                 marketing is multiplied...
How did Jerry
                                               make this
                                              trans...
Tools will
                                                      never replace
                                           ...
I’ll help you
                                                                              Confidante

                   ...
Jerry says..
Have A Story
That Resonants
         Learn who the customers are
             and where you can find and
     ...
who
                                        is your target audience?


                                                   ...
Jerry says..
Understand
The Entry Points
            People won’t always buy the
           first time you talk with them.
...
What do they want?



                                            Inquire

                                    Offer       ...
Jerry says..
Get Your Sales
Process Down
            People won’t always buy the
           first time you talk with them.
...
Be in the relationship
                                before the sale


                         Lead           Opportuni...
PPC


          SEO


          Email



           BYS




                                                      Follow-u...
Jerry says..
 Understand The
 Lifetime Value
            People won’t always buy the
           first time you talk with th...
Find ways to use technology to
                             ENGAGE CLIENTS
                             in a meaningful wa...
Thanks Again!
                                         Kelsey Ruger

                                 http://www.twitter.c...
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Jerry McGuire Guide to Digital Sales

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Learn tips on combining traditional sales techniques with new media .

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Jerry McGuire Guide to Digital Sales

  1. 1. Jerr y M tiona cGuir Tradi l&D e G igital uide to Inc to D Tools rease igita Onlin l Sa e Res ults les Thursday, October 15, 2009
  2. 2. Thursday, October 15, 2009
  3. 3. ake t’s T oll Le k P uic A Q How many people here are at least generally familiar with online marketing? Thursday, October 15, 2009
  4. 4. What’s the difference? Sales? Marketing? Advertising? Thursday, October 15, 2009
  5. 5. Thursday, October 15, 2009
  6. 6. Meet & greet with Networking Strategy Building Awareness Reaching out with Share Knowledge Direct Outreach Engage Use good results with Sale Referral Strategy Follow We get results Web & Social Strategy Thursday, October 15, 2009
  7. 7. What can Jerry Teach Us? Thursday, October 15, 2009
  8. 8. What do they mean when they say Show Me The Money.... Thursday, October 15, 2009
  9. 9. What do they mean when they say Are you treating me like a statistic? Show Me The Money.... Thursday, October 15, 2009
  10. 10. What do they mean when they say Are you building a good client relationship? Are you treating me like a statistic? Show Me The Money.... Thursday, October 15, 2009
  11. 11. What do they mean when they say Are you building a good client relationship? Wrapp ed around the customer? Are you treating me like a statistic? Show Me The Money.... Thursday, October 15, 2009
  12. 12. Jerry says.. It’s Not All About Marketing We live in a online marketing and social media world but are you getting the optimal results? Thursday, October 15, 2009
  13. 13. Authenticity Thursday, October 15, 2009
  14. 14. Flexibility Thursday, October 15, 2009
  15. 15. Do you customers feel like you Step Over Them while looking at marketing? Thursday, October 15, 2009
  16. 16. The things you build should be inspired by the people who use them.  But sometimes this can be a challenge.  Most of the time we get so wrapped up in the “obvious results” we see individuals as numbers on a spreadsheet.   Those “numbers” represent unique people.  What do they really want? Thursday, October 15, 2009
  17. 17. Some Myths common urban legends How do urban legends start? Thursday, October 15, 2009
  18. 18. First Myth: SEO, PPC & Email Marketing are all I need to worry about online.... Thursday, October 15, 2009
  19. 19. Keyword Research Build Ad Creative Build Site Properly Build Links To Site Optimize Pages Track Conversions Thursday, October 15, 2009
  20. 20. can Geico really save me money? Keyword Research Build Ad Creative Build Site Properly Build Links To Site Optimize Pages Track Conversions Thursday, October 15, 2009
  21. 21. What can be done outside of the ordinary? Thursday, October 15, 2009
  22. 22. Second Myth: if I do a great job marketing that’s enough to close the deal Thursday, October 15, 2009
  23. 23. What do you mean when you say Help Me Help You... Thursday, October 15, 2009
  24. 24. What do you mean when you say Do as I say? Help Me Help You... Thursday, October 15, 2009
  25. 25. What do you mean when you say Do as I say? I’m not interested in your story Help Me Help You... Thursday, October 15, 2009
  26. 26. What do you mean when you say Do as I say? I’m not interested in your story er? Wrapped around the custom Help Me Help You... Thursday, October 15, 2009
  27. 27. Pain Points Aren’t Solved with Calls To Action Help Me. Help You. Click Here Please Thursday, October 15, 2009
  28. 28. Third Myth: people don’t respond to traditional sales techniques Thursday, October 15, 2009
  29. 29. Authentic relationships are sales too. Thursday, October 15, 2009
  30. 30. More realization than myth you mean it’s not magic? I might have to do more? Thursday, October 15, 2009
  31. 31. CAUTION AHEAD Some things we think about the tools and marketing can support a tendency to not support the sales process. Thursday, October 15, 2009
  32. 32. Sometimes we expect too much from prospects If th e pro spec ’t like under stoo t Peop le don t d the ld bu propo sition to be so . o buy woul he love t dn’t have they sold. to be r He w itome come ould Jef frey G to bu y. 1989 John Patte rson 1889 Thursday, October 15, 2009
  33. 33. We get results but it could be better Thursday, October 15, 2009
  34. 34. Jerry says.. Build Strong Relationships In this economy the effect of marketing is multiplied by strong client relationships Thursday, October 15, 2009
  35. 35. How did Jerry make this transition? Money ow Me The Sh Ambassado r of Quan Thursday, October 15, 2009
  36. 36. Tools will never replace a genuine PPC ? relationship SEO Social Media Email Referrals Email Just because Trust Barrier you build it doesn’t mean they will Thursday, October 15, 2009
  37. 37. I’ll help you Confidante I’ll Refer you I’ll Try it Advocate Customer I trust you Why you? Client Prospect Who are you? Trust Barrier Suspect Thursday, October 15, 2009
  38. 38. Jerry says.. Have A Story That Resonants Learn who the customers are and where you can find and connect with them. Thursday, October 15, 2009
  39. 39. who is your target audience? what are their needs and desires? how can you solve them? when & where are your opportunities to provide value? Thursday, October 15, 2009
  40. 40. Jerry says.. Understand The Entry Points People won’t always buy the first time you talk with them. You should have other offers Thursday, October 15, 2009
  41. 41. What do they want? Inquire Offer Show Prove your value Offer a solution Thursday, October 15, 2009
  42. 42. Jerry says.. Get Your Sales Process Down People won’t always buy the first time you talk with them. You should have other offers Thursday, October 15, 2009
  43. 43. Be in the relationship before the sale Lead Opportunity Sale Thursday, October 15, 2009
  44. 44. PPC SEO Email BYS Follow-up Threshold Follow-up Emails & Correspondence Drip Campaigns & Knowledge Sharing Client Trackig Accounting/Project Threshold Thursday, October 15, 2009
  45. 45. Jerry says.. Understand The Lifetime Value People won’t always buy the first time you talk with them. You should have other offers Thursday, October 15, 2009
  46. 46. Find ways to use technology to ENGAGE CLIENTS in a meaningful way throughout the ENTIRE LIFETIME of the relationship Thursday, October 15, 2009
  47. 47. Thanks Again! Kelsey Ruger http://www.twitter.com/themoleskin http://www.linkedin.com/in/kelseyruger http://www.themoleskin.com kelsey@themoleskin.com Thursday, October 15, 2009

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