Daily Deal Sales Training

Welcome to the Daily Deal Builder
Members Training Webinar. Grab a pen /
paper and let’s get started.
Presented on May 15rd 2013 by
Marc D. Horne
Co-Founder, DailyDealBuilder.com
Blog | FB | Twitter | Email

If You Have Questions Along the Way?
Type them in the questions box or if you
are not watching this live you can always
reach us at support@hcdesk.com
Presented by Marc Horne

Moving Beyond the Daily
Deal Industry and Closing
More Sales

The Success and Future of Daily Deal
Websites Depends on Their Ability to Go
Beyond the Daily Deal Industry
• Yes, be really good at one thing and one primary service, but be flexible and
strive to provide your prospects exactly what they need.
• Each business is unique and has a different set of needs, wants, desires, and
goals.
• Aim to help. Your service needs to be about helping them, not you.
• Put your merchants before your revenues. Build rapport and trust and focus #1 is
over-delivering. When you successfully over-deliver, you will gain loyal clients,
more referrals, and more revenue. Under promise & over deliver.
• “Can I help you get any new, loyal customers? No charges up front. My goal is to
show you results, build your trust, and help you continue to grow your business &
meet your goals. My recommendation / game plan in a nutshell is to ________.
Let’s sit down for a 15 min meeting to finalize the plan. Sound good?”

In order to really compete, and build
out a long-term, sustainable, and
profitable business, you must go well
beyond the daily deal industry and
offer and deliver additional services,
value, and long term results to your
merchants.

Yes, as a deal site, your primary and
initial motivation is most likely to sign a
business up for a 50/50 split and run a
deal for them, and potentially broker the
deal on additional deal sites or traffic
sources; but the companies who
understand their prospect’s real needs,
will be able to refine their pitch, refine
their offerings, and strategically help the
business truly meet their goals.

People have always and will always love
getting deals, and merchants will always
want to run some form of promotional
advertising campaigns in order to bring in
new customers, but the fact is that some
businesses shouldn't run a daily deal;
period.

Each sales meeting or call that you have
will be different. Using a canned
response will not work. Each business is
unique and needs to be treated as such.

What They May Need or Want…
By “they” I am typically referring to Restaurants, Spas / Massages,
Theatre, Shows & Movies, Dermatology, Hair Services, Outdoor
Adventures, Hair Removal, Kids, Manicure & Pedicure, Clothing &
Accessories
• New, loyal customers
• More exposure and branding and a larger audience
• SEO and SEM help
• Photography and video services
• Organic & paid traffic
• Website creation or re-design
• Mobile applications
• Google Places listings
• Social media Help

Know what your prospects could benefit from
before walking in their door…
• Do they have a presence on social media? How are they using social media?
Does it look to be successful for them?
• Do they have a website? Is it optimized to acquire leads, subscribers, and
customers?
• Are they listed on Google Places? Review sites?
• Is their site mobile optimized? Could they benefit from a mobile app of some
sort?
• How well do they rank in the search engines?
• Have they run a daily deal in the past? What were the details? Was it a success?
• What are their busy times? Slow times? Off-seasons?
• What type of press or media coverage have they received?

Benefits Complaints
1. Influx of new Customers
2. Increased Brand Awareness
3. Ability to break into newer markets
4. Quick Cash Inflows
5. Ability to increase revenues in slower
periods
6. Upsell Opportunities
7. Cheap advertising solution/ Low customer
acquisition costs
8. Keeps business looking busy
9. Social media buzz
10. Word of Mouth advertising from Deal
Users
1. Low Customer Loyalty
2. Deal-Hungry Customers
3. Brand Devaluation
4. Low Margins / Large Commission Structure
5. Negative Online Reviews
6. Pushy Daily Deal Site Salespeople
7. Unmanageable Influx of Customers
8. Inability to capture customer information
9. Cannibalization of existing customer base
10. Difficulty in tracking loyalty of deal-users

Top sales closing techniques. Use a
combination of them and always weigh
out your prospect…
• The Columbo Close – “Just one more thing…” “is it {price, product, service,
perception, etc}?
• The Assumptive Close – Assume the sale is yours.
• The Puppy Dog Close – “Take the puppy home for a few days and see if you like
it.”
• The Backward Close – “Can I get a referral to someone who needs ____.”
• The Hard Close – Think of the movie “Boiler Room.”
• The Relationship Close – Build rapport.
• The Take Away Close – The fear of having something taken away. “I’ll head over
to your competitors place”

The Columbo Close
“Just one more thing…”
• Columbo, the 1970's classic TV detective character, was one of the best closers of
all time. He got people to answer questions. After the interogation, the suspects
guards were let down and he would grab the doorknob and turn around and say
“1 more thing.”
• The question or statement that followed that brief statement needs to pack a
punch.
• After you finish the sales meeting or call and right before you are leaving, say
“Just one more thing, ________”
• EXAMPLES:
“Just one more thing, was it my {price, product, service, perception}?” “Just one
more thing I forgot to ask, what will your final deciding factor be in your
decision?” “Just one more thing, what is more important to you: Low price or
high value?” “Oh, I almost forgot to ask about when you will be making a final
decision?” “Just one more thing, I noticed your website is pretty terible looking.
I’ve got a guy who can help you if you wanted.”

Closing Sales and Signing Contracts
• Earn the right. Do you what you say you will. Show up on time. Be honest w/a
firm handshake and eye contact.
• Ask for next steps and then close your mouth. Begin with the end in mind.
• Give & receive.
• Focus on value and benefits.
• Under promise and over deliver.
• Look professional. Be professional, yet friendly.
• Be prepared. Prior research is a must. P.P.P.P.P.P.P.
• Leave them with a branded gift.
• Follow up. Follow up. Follow up.
• Learn from previous failures and successes.

Why should they work with you?
• Get them an influx of new customers. Teach them how to make these new customers
loyal
• Increase the companies brand awareness
• Help business break into newer markets
• Quick cash inflows for business. Pay out 7 days after promotion ends and remaining
balance owed after 30-60 days.
• Ability to increase revenues in slower periods

• Upsell Opportunities
• Cheap advertising solution/ Low customer acquisition costs
• Keeps business looking busy
• Social media buzz
• Word of Mouth advertising from Deal Users
Why will they work with you?

Locking in deals
• Be sure you set your meeting up with the “decision maker,” or
the one who makes “the marketing decisions…” It won’t do
much good to present your services and not be able to get the
go ahead to move forward…
• It only takes about 60 seconds for a merchant to get the basics
of how a local daily deal works. But how does it work for their
business? How does it work with their popularity? How does it
work with their margins? If you don’t know that then you’re just
wasting each others time.
• Carry a competitors reverse-engineered deal to help visually
show how it would work. Be ready to list benefits and overcome
complaints without pause.

You are not Groupon. Be flexible. Let the
client know that you can also broker the
deal on other websites and that you can go
beyond the daily deal industry. Your
primary mission is to help the merchant.

Presenting and Closing a Contract
This will not be the same every time. Document how it goes. Streamline…
• Show them one of their competitors daily deals that they have
run and your findings about how successful it was. “… so I’d like to
show how your competitors did this and I believe we can make it much more
effective to bring you new paying customers, large cash influx, (list remaining
benefits)…
• Let them know your recommendations on price points and
structuring the deal to make it better. Typically, businesses offer 50%-
90% off a product or service on a daily deal site. Your competitor went at this rate…
I believe your price points and margins are similar / higher / lower. We can also get
creative. You can make a “Groupon only special” for instance and create a new
product. Ex: Dinner for 2 package, paintball for 4, 50% off Skydiving Lessons…
Secondary goals include social media buzz, growing your FB fan page, etc.

Presenting and Closing a Contract
This will not be the same every time. Document how it goes. Streamline…
• Show them the future. Moving forward we need to structure your deal and
price points and figure out how many new clients you wish to gain. From here, I
will speak with 3-5 daily deal sites and negotiate the best possible percentages for
your offering.
• Break out the contracts. Show them how you won’t get paid until the deal
site pays out the business and let them know once we get signed you will do some
negotiating on their behalf.
• Request deliverables. Before speaking with the deal sites. You should know
pricing, deal structure or what product will be offered.
• Call or Email the Deal Sites. Let them know you represent a business that
has great reviews and wants to offer ______ for $___.00.
• Sign Contract.

Reverse-Engineering Properly:
The goal is to be prepared with ideas for a good
offer for the merchant and show them what you
found. Then work with that individual merchant to
further hone in on the perfect offer.

Deal Analysis of Name of Competitor:
The players
• Merchant who offered the deal:
• Primary competitors:
• What & When they offered it:
• Was it one of their standard services or was it a special
promotion crafted for the deal site?
• Site(s) they sold on? Nationwide? Global?
• Expiration dates / terms & condition on the offer:
• Additional notes on uniqueness of the offering, hook or mission
of the deal site, and frequency that business has offered
promotions:

The Numbers
•Original price? Sale Price?
• Was the business inflating their prices?
• # of units / vouchers / or coupons sold:
• “collective buying power” was or was not used? If yes, the
minimum# was:
•Max units available was:
• Percentage the deal site took:
• Estimated transaction fees:

Reviewing the Info
• Sales and email copy that was used in the promotion. (You could
just print out screenshot of the offering)
• What images and / or video was used in the promo?
• How did customers redeem the coupons / vouchers.
• Were there any positive or negative reviews of the deal?
• What was the satisfaction level of merchant?
• Would they run a similar deal again?
• What did the merchant like and dislike about the promotion?

My Recommendation:
Streamline Processes
• Spot holes from competitors offering
• Pinpoint bottlenecks
• Issues & troubles
• Successes
• Positive & negative reviews…
•Tips on how client could do it better

Affiliate Revenue
• Become an affiliate of email
management software, photography
services, video services, mobile
development services, shopping carts,
etc.

• Find the right target customer with no website or a poorly designed website.
• Find the right organization to funnel your sales / leads through. Local company’s can
work. You can hire our company, also.
• Offer a bundle package. Example, run a daily deal with me at a __% / __% split. We will
include a website redesign and ____ for only $__.
Website Development

Increase optin conversion rates

…will increase your sales conversion rates

Input social media URL’s in settings
Have them linked on your footer…

Copy Offer Plugin
• Making it so that an admin has the option
to “Copy Deal” would open up the previous
deal with the information pre-populated
inside.

Multiple Price Points Plugin
• This plugin allows admins or merchants to
input multiple pricing options.

These upgrades will increase your optin
and sales conversion rates!
• No action required on your end.
• We’ll need to manually activate them on your site.
• If you want all 4 of these upgrades, we have made it as easy and
cost-effective as possible by slashing prices.
• Activate all 4, or any of them separately, by visiting
http://dailydealbuilder.com/plugins/

To learn more and launch a daily deal venture, we invite you to
visit us on the web at:
http://dailydealbuilder.com
To download the PDF of these slides, visit:
http://dailydealbuilder.com/members/5-15-2013-DDB-Training.pdf
Questions?
Thank you for joining us. Have a
great day. Make 2013 HUGE!

Daily Deal Sales Training

Empfohlen

Empfohlen

Weitere ähnliche Inhalte

Andere mochten auch

Andere mochten auch (16)

Mehr von Marc Horne

Mehr von Marc Horne (6)

Kürzlich hochgeladen

Kürzlich hochgeladen (20)

Daily Deal Sales Training