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:
- Learn it themselves
- Hire a Professional
- 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
Here is our Online Business Analysis Sign Up Page
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
- Identify 6 Target Niches
- 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.
- 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.
- Provide Assessment following SEO Trail Process and send Proposal. You should expect to sent at least 7 Proposals.
- Close Client. You should close 30%, or roughly 2-3 new Clients.
- $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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