This document outlines an agenda and slides from a webinar titled "Effective Sales Strategies for Local Agencies". The webinar covered data from a local SEO survey, prospecting, pitching, and closing. It included polls of attendees on their sales experiences and challenges. Presenters discussed tips for each stage of the sales process based on survey findings. Attendees were encouraged to ask questions on a forum and informed about upcoming webinars.

1. August 14th 2013
‘Effective Sales Strategies for Local Agencies’

2. ‘Effective Sales Strategies for Local Agencies’
Agenda:
Data from Local SEO Survey 2013
Prospecting
Pitching
Closing

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. 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. 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. 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. Speakers
David Sprague
realstrategic.com
Laura Betterly
yadayadamarketing.
com

8. Presenters
Myles Anderson
BrightLocal.com
Linda Buquet
Localsearchforum.com

9. 1st Poll
Do you enjoy the sales process &
selling your services?

10. Relax…its just
sales

11. Note:
To protect the IP of the guest
speakers, not all slides shown in
the presentation have been
included in this slidedeck.

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. 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. 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. Section 1
Local SEO Survey 2013
‘Effective Sales Strategies for Local Agencies’

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. 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. %
OF AGENCIES DO NOT ENGAGE
IN OUTBOUND SALES

19. Which channels are most effective at generating leads?
Source: BrightLocal Local SEO Industry Survey 2013

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. %
OF LEADS CONVERTED TO
NEW CUSTOMERS

22. Section 2
Prospecting
‘Effective Sales Strategies for Local Agencies’

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

26. Questions?
Section 2
Prospecting

27. 2nd Poll
How do you rate your sales
ability?

28. ‘Effective Sales Strategies for Local Agencies’
Section 3
Pitching

29.  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

31. Questions?
Section 3
Pitching

32. ‘Effective Sales Strategies for Local Agencies’
Section 4
Closing

35. 3rd Poll
Which part of the sales process do
you find most challenging?

36. Questions?
Section 4
Closing

37. 4th Poll
Which of these regular tasks
do you spend most time on?

38. Questions?

39. 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

40. 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

41. 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

42. 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

43. 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)

44. Register here…
www.brightlocal.com/insidelocal
www.localsearchforum.com/insidelo
cal-webinars

45. That’s all folks!