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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