This document outlines an agenda and slides from a webinar titled "Effective Sales Strategies for Local Agencies". The webinar covered data from a local SEO survey, prospecting, pitching, and closing. It included polls of attendees on their sales experiences and challenges. Presenters discussed tips for each stage of the sales process based on survey findings. Attendees were encouraged to ask questions on a forum and informed about upcoming webinars.
2. ‘Effective Sales Strategies for Local Agencies’
Agenda:
Data from Local SEO Survey 2013
Prospecting
Pitching
Closing
3. Presentations & Q&A
– 3 sections to webinar
– Presentation + Q&A
• Approx 20 mins per section
– Longer Q&A session at end
• Approx 30 mins
4. 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
5. 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
6. About ‘InsideLocal’
BrightLocal & Local Search Forum
Bi-weekly webinar series
Hot issues, trends & opportunities
Great content, excellent speakers
Advanced, Informative & actionable
More webinars & dates at the end
11. Note:
To protect the IP of the guest
speakers, not all slides shown in
the presentation have been
included in this slidedeck.
12. 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
Start
Marketing
Paralyzed
Marketing
www.LocalMarketingGenius.com
13. The #1 Factor For Success
Secrets To Why Local Sales People Succeed
Build In An “Immunity To Failure” Process
Build In Consistency Process
1) Ingredient 50% : Motivation & Training: Help You Go
2) Ingredient 50% : Disciplined Action: Help You Grow
Feel
Excitement
“Businesses
Need Me”
#1 Learn More Stuff
#2 Work On More Stuff
#3 Buy More Stuff
Focus
On
Marketing
NO
Stuff!!!
14. 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
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
www.LocalMarketingGenius.com
15. Section 1
Local SEO Survey 2013
‘Effective Sales Strategies for Local Agencies’
16. What was your turnover in last 12 months?
0%
5%
10%
15%
20%
25%
30%
35%
40%
2013 2011
Source: BrightLocal Local SEO Industry Survey 2013
17. How many leads do you pro-actively contact each month?
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
None 1 2-5 6-10 11-20 20-30 30-40 50+
2013 2011
Source: BrightLocal Local SEO Industry Survey 2013
23. 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
29. 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
39. Poll 1: Do you enjoy the sales process and selling
your services?
0%
5%
10%
15%
20%
25%
30%
35%
40%
Yes, I enjoy it a
lot
Yes, I enjoy it a
little
Sometimes I
enjoy
it, sometimes i
don't
No, I don't like
it
I hate it
40. Poll 2: How do you rate your sales ability?
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
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 know
41. Poll 3: Which part of the sales process do you
find most challenging?
0%
5%
10%
15%
20%
25%
30%
35%
Prospecting &
generating
leads
Getting a foot
in the
door/Getting
past 'gate
keeper'
Meeting &
presenting to
new customers
Handling
objections
Closing the
deal
42. 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
43. 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)
We also asked agencies to tell us what their turnover was in the last 12 months. You can see that agencies are earning at all points in the spectrum.Nearly 50% SEOs revenue was under $50,000 Income is spread right across the range and 43% turned over more than $100,000
