Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
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Transcript of Insidelocal - Effective Sales Strategies for Local Agencies - 08142013
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August 14th 2013
‘Effective Sales Strategies for Local Agencies’
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‘Effective Sales Strategies for Local Agencies’
Agenda:Data from Local SEO Survey 2013
Prospecting
Pitching
Closing
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Presentations & Q&A
– 3 sections to webinar– Presentation + Q&A
• Approx 20 mins per section
– Longer Q&A session at end• Approx 30 mins
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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
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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
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About ‘InsideLocal’BrightLocal & Local Search ForumBi-weekly webinar seriesHot issues, trends & opportunitiesGreat content, excellent speakersAdvanced, Informative & actionableMore webinars & dates at the end
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Speakers
David Spraguerealstrategic.com
Laura Betterlyyadayadamarketing.
com
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Presenters
Myles AndersonBrightLocal.com
Linda BuquetLocalsearchforum.com
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1st Poll
Do you enjoy the sales process & selling your services?
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Relax…its just sales
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Note:To protect the IP of the guest speakers, not all slides shown in the presentation have been included in this slidedeck.
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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
StartMarketingParalyzedMarketing
www.LocalMarketingGenius.com
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The #1 Factor For Success
Secrets To Why Local Sales People Succeed
Build In An “Immunity To Failure” ProcessBuild In Consistency Process
1) Ingredient 50% : Motivation & Training: Help You Go2) Ingredient 50% : Disciplined Action: Help You Grow
FeelExcitement
“BusinessesNeed Me”
#1 Learn More Stuff
#2 Work On More Stuff
#3 Buy More Stuff
FocusOn
Marketing
NOStuff!!!
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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
Then I Discovered Something…
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
This Changed My Thinking….
“88% Of Sales People Don’t Follow Up MoreThat Three Times”
www.LocalMarketingGenius.com
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Section 1
Local SEO Survey 2013
‘Effective Sales Strategies for Local Agencies’
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What was your turnover in last 12 months?
Less than $30,000
$30,000-$50,000
$50,000-$75,000
$75,000-$100,000
$100,000-
$150,000
$150,000-
$250,000
$250,000-
$500,000
More than
$500,000
0%
5%
10%
15%
20%
25%
30%
35%
40%
2013 2011Source: BrightLocal Local SEO Industry Survey 2013
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How many leads do you pro-actively contact each month?
None 1 2-5 6-10 11-20 20-30 30-40 50+0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
2013 2011
Source: BrightLocal Local SEO Industry Survey 2013
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32%
OF AGENCIES DO NOT ENGAGE IN OUTBOUND SALES
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Which channels are most effective at generating leads?
Source: BrightLocal Local SEO Industry Survey 2013
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Conversion rate dropped significantly since 2011
< 10% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%0%
5%
10%
15%
20%
25%
2013 2011
Source: BrightLocal Local SEO Industry Survey 2013
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42%
OF LEADS CONVERTED TO NEW CUSTOMERS
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Section 2
Prospecting
‘Effective Sales Strategies for Local Agencies’
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“TIP & GO”Formula For Lead Gen
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
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Questions?
Section 2 Prospecting
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2nd Poll
How do you rate your sales ability?
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‘Effective Sales Strategies for Local Agencies’
Section 3
Pitching
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Presentation Appointment Tips
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
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Questions?
Section 3 Pitching
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‘Effective Sales Strategies for Local Agencies’
Section 4
Closing
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3rd Poll
Which part of the sales process do you find most challenging?
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Questions?
Section 4 Closing
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4th Poll
Which of these regular tasks do you spend most time on?
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Questions?
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Poll 1: Do you enjoy the sales process and selling your services?
Yes, I enjoy i
t a lo
t
Yes, I enjoy i
t a litt
le
Sometimes I
enjoy it, s
ometimes i don't
No, I don't l
ike it
I hate
it0%
10%
20%
30%
40%
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Poll 2: How do you rate your sales ability?
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 know0%5%
10%15%20%25%30%35%40%45%50%
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Poll 3: Which part of the sales process do you find most challenging?
0%
10%
20%
30%
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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
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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)
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Register here…
www.brightlocal.com/insidelocal
www.localsearchforum.com/insidelocal-webinars
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That’s all folks!