Jerry McGuire Guide to Digital Sales

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Learn tips on combining traditional sales techniques with new media .

Learn tips on combining traditional sales techniques with new media .

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  • 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. Thursday, October 15, 2009
  • 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. What’s the difference? Sales? Marketing? Advertising? Thursday, October 15, 2009
  • 5. Thursday, October 15, 2009
  • 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. What can Jerry Teach Us? Thursday, October 15, 2009
  • 8. What do they mean when they say Show Me The Money.... Thursday, October 15, 2009
  • 9. What do they mean when they say Are you treating me like a statistic? Show Me The Money.... Thursday, October 15, 2009
  • 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. 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. 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. Authenticity Thursday, October 15, 2009
  • 14. Flexibility Thursday, October 15, 2009
  • 15. Do you customers feel like you Step Over Them while looking at marketing? Thursday, October 15, 2009
  • 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. Some Myths common urban legends How do urban legends start? Thursday, October 15, 2009
  • 18. First Myth: SEO, PPC & Email Marketing are all I need to worry about online.... Thursday, October 15, 2009
  • 19. Keyword Research Build Ad Creative Build Site Properly Build Links To Site Optimize Pages Track Conversions Thursday, October 15, 2009
  • 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. What can be done outside of the ordinary? Thursday, October 15, 2009
  • 22. Second Myth: if I do a great job marketing that’s enough to close the deal Thursday, October 15, 2009
  • 23. What do you mean when you say Help Me Help You... Thursday, October 15, 2009
  • 24. What do you mean when you say Do as I say? Help Me Help You... Thursday, October 15, 2009
  • 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. 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. Pain Points Aren’t Solved with Calls To Action Help Me. Help You. Click Here Please Thursday, October 15, 2009
  • 28. Third Myth: people don’t respond to traditional sales techniques Thursday, October 15, 2009
  • 29. Authentic relationships are sales too. Thursday, October 15, 2009
  • 30. More realization than myth you mean it’s not magic? I might have to do more? Thursday, October 15, 2009
  • 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. 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. We get results but it could be better Thursday, October 15, 2009
  • 34. Jerry says.. Build Strong Relationships In this economy the effect of marketing is multiplied by strong client relationships Thursday, October 15, 2009
  • 35. How did Jerry make this transition? Money ow Me The Sh Ambassado r of Quan Thursday, October 15, 2009
  • 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. 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. 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. 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. 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. What do they want? Inquire Offer Show Prove your value Offer a solution Thursday, October 15, 2009
  • 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. Be in the relationship before the sale Lead Opportunity Sale Thursday, October 15, 2009
  • 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. 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. Find ways to use technology to ENGAGE CLIENTS in a meaningful way throughout the ENTIRE LIFETIME of the relationship Thursday, October 15, 2009
  • 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