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Jul
16
2012

Local SEO Sales Process – Step-by-Step How To: on B2B Sales for Internet Marketing Services

A Systematic Process for Selling Internet Marketing Related Services to Local Businesses

Here is an Overiew of our Sales Process at WON Marketing and what we teach at Local Marketing Source. Watch the video in my signature for more information.

Sales Process Overview

Select Target Markets

You are offering a service that performs better than Yellow Pages and costs the same or more.
Local business owners have three options:
  1. Learn it themselves
  2. Hire a Professional
  3. PostPone Investment
  • They need to understand the implications of each option. PERIOD.
  • Make sure qualified prospects know you are offering this education and service
  • Service based companies that have high paying customers value and offer referral customer spending pattern
  • They Service a local community & vary in service area size & volume

Potential Business Types

  • Landscaping Services
  • Home Maintenance Services (ie. Window washing
  • Home Improvement Services (ie. painting, repair)
  • Realtors
  • Attorneys
  • Legal Professionals
  • Financial Professionals
  • Dentists
  • Chiropractors
  • Tax Services/ Preparation
  • Funeral Services
  • Private Schools
  • Vacation Spots/ B&Bs/ Hotels/ Motels
  • Trades-Electricians-Plumbers
  • Catering
  • Cosmetic Surgeons
  • Healthcare Professionals
  • Restaurants/ Pizza Delivery
  • Hospital Services, MRI
  • Acupuncture
  • Floral/ Delivery
  • Children/ Teen/ Family Activities

Methods to Approach Leads

Recognize you are here to:

  • Build relationships
  • Offer value to the other party
  • Create systems to attract the right audience

Best online methods are:

  • Email Marketing
  • SEM
  • Social Media Marketing

Best offline methods are:

  • Networking Groups – i.e. Chamber of Commerce
  • Advertisements – i.e. Yellow Pages
  • Cold Calling

Lead Sources

  • Industry Trade Shows
  • Local Chamber of Commerce
  • Cold Calling
  • Door Knocking
  • Yellow Pages – Directories
  • Local Publication – Magazines
  • Social Sites – LinkedIn

Educating Prospects

  • Reports
  • Workshop & Seminars (old seminar of mine  http://bit.ly/ccs_seminar )
  • Webinars
  • Social Media
  • Email Marketing

Provide Assessment or Analysis

The SEO Sales Trail

Pain Creation

  • Demonstrate there is business on the internet
  • Prove their competition is beating them on the internet

Wound Agitation

  • Prove there is a lack of online exposure
  • Run competitive ranking reports
  • Run a link report

Provide Relief

  • Handled differently depending on current situation
  • Identify the process involved and that they understand SEO is an art
  • WON Marketing’s White Label Service

Research and Preparation for the Assessment

Steps:
  • Research
  • Optimization Report (SEO Software like WebCEO)
  • Ranking Report
  • Link / Citation Popularity Report
  • Site Quality Report
  • Prepare WA Template
Follow the SEO Sales Trail

My 90-Day Challenge

  1. Identify 6 Target Niches
  2. Research and Identify 10 lucrative low hanging prospects. Put into an excel sheet. These prospect have an online/offline disconnect.  You will contact 60 Prospects.
  3. Contact prospects to earn the right to a 15 minute assessment meeting.  You will only do business with 1, 2 or 3 clients.  You should expect at least 20 Meetings.
  4. Provide Assessment following SEO Trail Process and send Proposal.  You should expect to sent at least 7 Proposals.
  5. Close Client.  You should close 30%, or roughly 2-3 new Clients. 
  6. $1000-$1500/mth per client.  Do this 3 times, once per month for 90 days and this could net you $14k+ per month reoccurring revenue.

 

 



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Permanent link to this article: http://www.scott-gallagher.net/local-seo-sales-process/

2 comments

  1. Mark says:

    Hi there, i have your pdf and think its great. ive got one question:

    Regarding the 90 day sale challenge, when you are calling the leads. What is your script? what do you say?

    Would really appreciate an answer.

    Thanks,

    Mark

    1. Scott Gallagher says:

      thanks Mark. The objective of the call is first to get 15 minutes of their time. That’s it. Nothing else. The script is just that, earning the right to their time. then we start the SEO SALES TRAIL.

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