over my shoulder training. where is training posted? local training academy – ...
TRANSCRIPT
Over My Shoulder Training
Where is Training Posted?
• Local Training Academy– http://localtrainingacademy.com/fullfillment/over-
my-shoulder-training/• Local Foot In The Door– http://localfootinthedoor.com/getting-started/bon
uses/over-my-shoulder-training/
Over My Shoulder Training
• Week 1 – How do I conduct the initial interview with the
prospect?– What tools do we use to determine what they
need?– Creating the proposal– Determining price
Prior To First Contact
• Research Ranking• Research Website• Research Keywords• Research Social Media
In-depth Video In Members Area
Initial Interview - Consultative Selling
• Don'ts– Do NOT tell them what you found in your research until you
have talked with them about what they want– Do NOT talk price on the first interview
• Do’s – Questions to Ask– What are your current online marketing efforts?– Why are you looking to make a change?– What is your USP? – What do you think your prospects would key into the search
engines to find you? – What criteria do you use when selecting an internet
marketing company?– What is your budget?
Review For Clarification
• Take good notes– Read back to them what they stated about
their objectives• Tell them you did some research and
this is what you found – Point out anything that does not align with
their objectives– If you ran an SEO report – review it with
them but do not leave with them• Schedule a time to return with a
proposal
The Proposal• Review the current state of affairs and how it
does not align with their objectives• Break down the proposal into areas you plan
to address• Review the keyword stats for the keywords
they want to rank for – point out any words that may be better
• If you are not using their keyword, explain why
The Proposal Cont’d• If there are items NOT included in the proposal
– make it clear• Give a price for each area covered– Some may want a lump sum which is ok
• Explain what you can do for them on a monthly basis and the price
• State clearly what it will take to get started• Give examples of your work (optional)• State payment expectations clearly (deposits,
and when final payment is due
Handle Objections
• When an objective is raised, always say:“Is that important to you?”
• There will be people who are simply trying to trip you up • If you break down the price, they may want part
but not all of the services. Be prepared to explain why that is a bad idea – be ready to repeat their objectives back to them in a positive way
Pricing• This will vary based on:– The area of the country – large city vs. small– Competitiveness of the market– Objectives of the business
• General rule of thumb– Estimate your costs– Double the estimate– Add your profit margin
Considerations With Pricing
• Who is providing the content? – You – higher price– Them – emphasize importance of timeliness
• Who is providing images/photos?• How many keywords are they going after? • How competitive is the marketplace?• Is there residual income or is this a one-off?• How hungry are you?
Example of Pricing• Website design– 5-7 page website – we provide the content– Develop plan for outsourcer 2 hours x $25/hr– Outsource design 30 hours x $4/hr– Outsource content creation 14 hours x $5/hr– Proof of content 4 hours x $13/hour– Review of website 3 hours x $25/hr – Communicate with client 5 hours $25/hr – Total cost = $492 * 2 = $ 984 x 50% profit margin– Total price $1,476.00
Examples of Pricing• Search Engines and Citations– Search engines - 4 hours x $25 – 40 Citations - 8 hours x $4 – Total $132– Double $264– Markup 50% = $396
Over My Shoulder Training• Week 2– Setting client expectations – Initial setup of client• What do you need from the client• We will share an intake form that we use
– Tracking the steps• What are the steps that need to be done• Who does what• Simple project management