Selling SEOJuly 10, 2015

The FunnelLead Generation

Website

Call to Action

Demo

Proposal

Close

Follo

w-u

p CR

M

Lead Generation – First 10 Clients• Personal Network – First 10– Newsletter/Emails– Lunches– Networking Events

MetaSense Tools• Monthly Newsletter Content – Copy and send to your prospects• Email Marketing Platform – Use it to create and send a monthly newsletter• Auto-responder Content – Work with your AM to setup an auto-responder

Follow the 4-3-2-1 rule for referrals. Make four calls a day, write three notes a week, hold two

meetings a week, attend one event a week

Lead Generation – Beyond 10• Search Engine Optimization

– Industry Niche (car dealer seo – 260)– Geographic Niche (atlanta seo firm - 260)

• Partnerships – Agencies / Associations / Etc..• Conferences – Expensive but can work• Cold Calling – Brutal but can work• Paid Search – Low conversion• Lead Generation Services – Lots of junk

MetaSense Tools• Monthly Newsletter Content – Copy and send to your prospects• Email Marketing Platform – Use it to create and send a monthly newsletter• Auto-responder Content – Work with your AM to setup an auto-responder

Web Presence• Do you practice what

you preach?– Attractive site– Rankings– Video– Strong call to action– Track conversions– Blog

MetaSense Tools• Have a link building campaign for your website (shameless plug)• Track leads / phone calls in MetaSense

Call to Action

• What we use– Demo of dashboard– Example clients

(you all have access to VetHubs.com)– Whitepapers / Guides / Videos

• What we tried (and didn’t work)– Free month trial– Online marketing assessment

MetaSense Tools• Demo your private labeled portal

The Demo

The Proposal• Recap

– You’ve got a lead, they have read your website, they have seen a demo, they are impressed

– Proposal should give 1-2 options on pricing• Compete with the top players price• A smaller initial 90-120 day test

• Proposal Components– Stock proposal components– Custom introduction defining their opportunity– Basic keyword research– Pricing

MetaSense Tools• Template Proposals

The Proposal

Follow through - CRM

• Track everything– Sales notes– Follow-ups

• Manage your lead pipeline and have a weekly sales call

MetaSense Tools• MetaSense as your CRM (included with your portal setup)

The Close

• Find reasons to stay in touch– Newsletter– Trends of competitors

online• When you do close– Have the client sign a

contract– Clearly layout payment

terms and expectations