1. Selling SEO
July 13, 2011

2. The Funnel
Lead Generation
Website
Follow-up CRM
Call to Action
Demo
Proposal
Close

3. Lead Generation – First 10 Clients
• Personal Network – First 10 Follow the 4-3-2-1 rule
for referrals. Make four
– Newsletter/Emails calls a day, write three
notes a week, hold two
– Lunches meetings a week, attend
one event a week
– Networking Events
HubShout 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

4. 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
HubShout 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

5. Web Presence
• Do you practice what
you preach?
– Attractive site
– Rankings
– Video
– Strong call to action
– Track conversions
– Blog
HubShout Tools
• Have a link building campaign for your website (shameless plug)
• Track leads / phone calls in HubShout

6. 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
HubShout Tools
• Demo your private labeled portal

7. The Demo

8. 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
HubShout Tools
• Template Proposals

9. The Proposal

10. Follow through - CRM
• Track everything
– Sales notes
– Follow-ups
• Manage your lead
pipeline and have a
weekly sales call
HubShout Tools
• HubShout as your CRM (included with your portal setup)

11. 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