insidelocal - effective sales strategies for local agencies - 08142013
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TRANSCRIPT
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!