Category Archive: Sales

Oct
14
2009

Internet Marketing Seminar for Local Businesses

In an effort to help educate and provide guidance to help those not only in the execution of Internet Marketing Services to Local Businesses, I am also here to help you with acquiring customers.  I mean customers that pay you, month after month.

One of the strategies we use at our agency is providing education to local business owners on the options available to them in their marketing toolbox.

We do this by collecting email addresses and then inviting them to a webinar, or this case, a live seminar.

In this example, we are hosting 23 local businesses in our office.  We fed them, watered them and educated them.  Some are, or are in the process, of becoming customers.

Here is the video of the entire seminar.  Make note of the content delivered, and how it was delivered.

Permanent link to this article: http://www.scott-gallagher.net/internet-marketing-seminar-for-local-businesses/

Oct
12
2009

Local Search is the Next Big Thing

Wow, what can I say about this?  I remember starting my first local search internet marketing agency several years ago and speaking with local business owners about this idea of finding new business using the Internet. 

I got the deer in the headlights look!

Well, it didn’t take long for my niche to get educated as I provided teleseminars, webinars, speaking engagements and guest author in trade publications.  I learned very quickly that my prospects required education prior to buying.

Well, my first clients received first mover advantage in the local game.  Let me take you back a little bit.

I knew how to sell the service, however I was challenged in managing the execution of this service.  I knew I could not grow my busienss if I wasn’t the expert.  I sought out to become one of the top marketers around the globe in the arena of local search.

Several years later, this little blog that makes no money ranks very high for search phrases like [internet marketing for local business] among several thousand other keywords.  The keyphrase [local internet marketing] is rather competitive, and this blog managed to get fairly high.

My agency has now grown to several hundred clients paying us monthly to get them results.  They must be happy, they keep paying us.  We’re happy, we’ve built a long term, sustainable business.  We have several employees, documented processes and a true, full fledged Internet Marketing Agency catering to local businesses.

You need to sell SEO first before you can execute!

What I didn’t realise what was about to come.  This blog turned into my first book, Marketing Local Business Online.  I didn’t not understand that I was three or four years ahead of my time.

The typical local business spends somewhere around $1000 monthly on Yellow Pages Advertising.  There are over 5 MILLION locally based businesses in the United States that can benefit from local search.  I mean, the dentist, chiropractors, plumber, accountants, attorneys, couriers, pizza delivery.

I mean, the trend was happening.  People were flocking to the Internet to find a local business, but most businesses were not showing up.  Google introduced their Local Business results in 2006, but didn’t include it in their mainstream results until 2009!  Ask 10 people, how would you find a local business these days?

Download the free report to learn processes in SELLING SEO

Point is, the search engines realised that people were using the search engines to find a local business.  What blew me away, in October 2009, 43% of all searches on the Google network are local!  This comes directly from Google, Ari, product manager for Google local, made this claim at the Local Search Summit in August of 2009.

Think about this.  Google, with around 80% market share, controls international commerce in a split second.  They can chose to list business A or business B.  They know that the #1 spot gets 40% of the clicks.  This is a big deal.

So, if the trend is that people are using newspapers and yellow pages less and less and migrating to the Internet, Google introduced Local Search in 2009, and businesses aren’t listed that deep in the search results, there are a lot of opportunities for agencies like mine to capitalize!  It’s a fact.

The size of the market is HUGE.  Much bigger than any agency could cater to.  I mean, there is room for 10,000 agencies in the US alone.  Perhaps 20,000.  How many web developers are there?  Universities, colleges, private institutes are pushing out developers like crazy.  Put it this way.

You don’t hire a carpenter to sell your home!

You don’t hire a web developer to market your website.  Granted, it’s a natural fit for these developers to learn the skills to sell the website, just like a carpenter can’t sell a home, without skills in real estate.

Over a year ago I was approached by a very successful entrepreneur.  This individual was seeking an opportunity to invest in, their time and money.  He realised the opportunity and suggested that we use the processes, skills, execution and management that I developed at my agency.  I mean, this company started with a laptop and a kitchen table and within four year, 48 months, the company grew several employees, in fact, over 13 team members, hundreds of monthly paying clients, broad client base and years of projected revenue. 

Because I had visions of building a large, international agency, I knew I needed systems and processes from the get-go. 

Little did I realise I was building something even bigger!

Everything that I built can be taught.  In 2005, there was a handful of Internet Marketing Agencies catering to local businesses.  Today, there isn’t much more.

Everyone one the Internet wants to call themselves an expert.

Now I see so many bad pieces of advice, even in my own community if I search for pizza delivery, not a single company shows up!

The point is simple.  There are a lot of opportunities for learn how to properly provide Internet Marketing Services for Local Search to Local Businesses!

In any event, like this blog, this new business has a lot of free stuff to offer. 

The biggest challenge in building a profitable agency is NOT the execution, it’s the management.  This includes sales.  This includes processes to manage the volume of customers. 

I’d like to introduce you to Local Marketing Source.  I’d like you to visit this site, opt-in to get the FREE report that will help you to exactly sell SEO services to local businesses.

Permanent link to this article: http://www.scott-gallagher.net/local-search-is-the-next-big-thing/

Sep
12
2009

How to Sell SEO and SEM – Selling SEM, SEO and other Internet Marketed Services

Selling Internet Marketing Services, selling SEO or selling SEM is typically sold to a business, and in turn, we are conducting a B2B sale.  Selling to businesses are much different than selling to consumers.  For the last 20 years, fortune 500 companies through locally based firms are teaching their sales team the concepts of solution selling.  Sales is art, but like SEO, has a science behind it.  Selling SEM and SEO has a different flair, but if done properly, you have tools available to you unlike any other selling experience, ever.

NOTE:  Register now at and receive a step-by-step package on how to sell SEO for free.  Read to learn more.  Register on the box to your right.

Selling SEO is Different

Over the last 17 years selling to businesses, I have taken many B2B sales course and have sold product to large, small, online and local businesses.  I worked for Sharp, selling photocopiers, AT&T selling wireless products and telecommunications solutions, all to businesses.  I have adopted and continued to learn.  Most importantly, I achieve consistent and predictable results in sales.  I share this with you because I’m very confident I can teach almost any business sales, but I’m not here to do that.  I want to show you how to adopt these solution selling practices and apply it to the Internet Marketing Business.

How to Sell SEM to Businesses

I have adopted and created a very successful strategy to sell SEO services, including SEM and other related services to small and medium sized businesses.  I have created a step by step strategy, providing your prospect with the necessary education, identifying the challenge the prospect faces and a very understandable method to present the information to your prospect, placing you as the solution to your prospect.  In three steps you:

  1. Create and Identify the Pain (problem) to the Prospect (ie, show the client there is activity on the Internet for their niche or keywords)
  2. Agitate the Wound (ie, show the prospect the competition who is taking the real estate and traffic on the varying areas of the Internet)
  3. Provide Relief (ie, show the prospect you have results and identify why the competition is outranking them.  Explain what needs to be done to rank at the top).

I have created a complete step-by-step report and manual showing you exactly how we sell SEO and SEM services in my Internet Marketing Agency.  This is the process I use internally to teach my employees and contractors.  I share three unique tools to help you in your efforts, and best of all, each of the tools are completly free.  One tool I discovered is rarely discussed in the Internet Marketing world and is hands down, my secret weapon in selling.  Oddly enough, the software developer never intended this as a tool to help sell SEO, but it works like a freakin’ dream!

I’m not offering any quick opportunities to make a quick buck, but offer a valuable sales meeting for your prospect.  I’m so confident in our process, the numbers speak for themselves.  Once we get to the proposal stage, we average a closing rate of over 40% and have achieved closing rates as high as 58% in a single month.

If I can teach you how to sell SEO, there’s a chance you’ll be interested in our Marketing:  Local Business Online product.

This product will teach how we manage our clients and exactly, step-by-step, how we execute each service for our clients.  Yes, we’ll also teach you exactly how provide these services to your clients, consistently getting results.

Or you might just be interested in my free material.  Actually, I’m not selling a thing on this blog, nothing, ever.  I am selling products through Local Marketing Source, LLC, which if you sign up on this blog, you’ll be marketed to by LMS.

I digress.  Simply give me your name and email address on the upper right.  This is just an amazing report on How to Sell SEM.  Remember, you can opt-out of my list once your get the report.  That’s if you chose to never get anything else of value, for free, from us!

Permanent link to this article: http://www.scott-gallagher.net/how-to-sell-seo-and-sem-selling-sem-seo-and-other-internet-marketed-services/