insidelocal - effective sales strategies for local agencies - 08142013

August 14th 2013

‘Effective Sales Strategies for Local Agencies’

‘Effective Sales Strategies for Local Agencies’

Agenda:Data from Local SEO Survey 2013

Prospecting

Pitching

Closing

Presentations & Q&A

– 3 sections to webinar– Presentation + Q&A

• Approx 20 mins per section

– Longer Q&A session at end• Approx 30 mins

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

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

About ‘InsideLocal’BrightLocal & Local Search ForumBi-weekly webinar seriesHot issues, trends & opportunitiesGreat content, excellent speakersAdvanced, Informative & actionableMore webinars & dates at the end

Speakers

David Spraguerealstrategic.com

Laura Betterlyyadayadamarketing.

com

Presenters

Myles AndersonBrightLocal.com

Linda BuquetLocalsearchforum.com

1st Poll

Do you enjoy the sales process & selling your services?

Relax…its just sales

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

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

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!!!

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

Section 1

Local SEO Survey 2013

‘Effective Sales Strategies for Local Agencies’

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

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

32%

OF AGENCIES DO NOT ENGAGE IN OUTBOUND SALES

Which channels are most effective at generating leads?

Source: BrightLocal Local SEO Industry Survey 2013

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

42%

OF LEADS CONVERTED TO NEW CUSTOMERS

Section 2

Prospecting

‘Effective Sales Strategies for Local Agencies’

“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

Questions?

Section 2 Prospecting

2nd Poll

How do you rate your sales ability?

‘Effective Sales Strategies for Local Agencies’

Section 3

Pitching

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

Questions?

Section 3 Pitching

‘Effective Sales Strategies for Local Agencies’

Section 4

Closing

3rd Poll

Which part of the sales process do you find most challenging?

Questions?

Section 4 Closing

4th Poll

Which of these regular tasks do you spend most time on?

Questions?

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%

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%

Poll 3: Which part of the sales process do you find most challenging?

0%

10%

20%

30%

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

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)

Register here…

www.brightlocal.com/insidelocal

www.localsearchforum.com/insidelocal-webinars

That’s all folks!