This document summarizes strategies for different stages of an SEO sales funnel, including lead generation, web presence, demos, proposals, follow up, and closing deals. It provides tips for each stage, such as using personal networks for initial leads, ranking one's own website, using demo content and templates, and tracking leads and sales in a CRM system. Tools from HubShout that can help with various stages are also listed.

1. Selling SEO: The Webinar
February 10, 2011

2. The Funnel
Lead Generation
Website
Call to Action
Demo
Proposal
Close
Follow-up
CRM

3. Lead Generation – First 10 Clients
• Personal Network – First 10
– Newsletter/Emails
– Lunches
– 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
Follow the 4-3-2-1 rule
for referrals. Make four
calls a day, write three
notes a week, hold two
meetings a week, attend
one event a week

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

5. Web Presence
• Do you practice what
you preach?
– Attractive site
– Rankings
– 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. 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. The Demo

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. The Proposal

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. 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