11 Simple Things You Can Do Next Weekto Make More Money Selling SSLBob Angus, VeriSign
Parallels – Optimized ComputingTM
2
11 Simple Things You Can Do Next Week
• Talking about tactics
• No extra resources
• No budget requests
• Join the VeriSign Partner Program
• Visit us at Booth 9
Parallels – Optimized ComputingTM
3
11 Simple Things You Can Do Next Week
#1Show the VeriSign Secured Seal
Parallels – Optimized ComputingTM
4
Show the VeriSign Secured Seal
• Home page
• Shopping cart
• Checkout
• Log-in screens
• Privacy Policy
Parallels – Optimized ComputingTM
5
11 Simple Things You Can Do Next Week
#2Give your Sales Team
a Cheat Sheet
Parallels – Optimized ComputingTM
6
Give your Sales Team a Cheat Sheet
• Value sound bites
• Response to price objections
• Facts at their fingertips
• Customer stories
• Update regularly
Parallels – Optimized ComputingTM
7
Give your Sales Team a Cheat Sheet
Parallels – Optimized ComputingTM
8
11 Simple Things You Can Do Next Week
#3Default to 3 Year Term
Parallels – Optimized ComputingTM
9
Default to 3 Year Term
Parallels – Optimized ComputingTM
10
11 Simple Things You Can Do Next Week
#4Always Add an Upsell
Parallels – Optimized ComputingTM
11
Always Add an Upsell
Parallels – Optimized ComputingTM
12
11 Simple Things You Can Do Next Week
#5Give an Offer,
Don’t Give Away Profits
Parallels – Optimized ComputingTM
13
Give an Offer, Don’t Give Away Profits
• Offers that drive desired action
• Segment your customers
• First time visitors
• Infrequent buyers
• Loyal, high profit customers
Parallels – Optimized ComputingTM
14
11 Simple Things You Can Do Next Week
#6Use Keywords, Not Tech Terms
Parallels – Optimized ComputingTM
15
Use Keywords, Not Tech Terms
• SSL vs. secure sockets layer
673,000
74,000
18,100
320
Parallels – Optimized ComputingTM
16
11 Simple Things You Can Do Next Week
#7SEO for Massive Traffic
Parallels – Optimized ComputingTM
17
SEO for Massive Traffic
• Google Keyword Tool
• URLS, titles, headlines, image tags, text links
• BOLD and italics
• Mix it up, don’t keyword stuff
Parallels – Optimized ComputingTM
18
SEO for Massive Traffic
Parallels – Optimized ComputingTM
19
11 Simple Things You Can Do Next Week
#8“Crawlability”
Parallels – Optimized ComputingTM
20
“Crawlability”
• Sitemap page
• Navigation – Use text
• Feed search engines fresh content
• Customize your 404 error page
• Use 301 redirects, not 302 redirects
Parallels – Optimized ComputingTM
21
11 Simple Things You Can Do Next Week
#9Never a Null Moment
Parallels – Optimized ComputingTM
22
Never a Null Moment
Parallels – Optimized ComputingTM
23
11 Simple Things You Can Do Next Week
#10Show the Green Bar
Parallels – Optimized ComputingTM
24
Show the Green Bar
Parallels – Optimized ComputingTM
25
11 Simple Things You Can Do Next Week
#11Get a Testimonial… with Metrics
Parallels – Optimized ComputingTM
26
Get a Testimonial… with Metrics
Parallels – Optimized ComputingTM
27
11 Simple Things You Can Do Next Week
BONUS #12Grab the latest guides, case studies, and sales
tools available in the VeriSign Partner Center
Parallels – Optimized ComputingTM
28
Questions & Answers
• Check out our blogs: http://blogs.verisign.com• Follow me on Twitter: http://
www.twitter.com/bobangus• My VeriSign Personal Identity: http://
bobangus.pip.verisignlabs.com
Q&A
