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In the second installment of our “Boost Your Business” Webinar series, SEOReseller’s Bernard San Juan III and William Kramer empower partners with the tools and techniques to pitch confidently and close effectively. From preparing for the initial appointment, building rapport, and creating desire, we'll provide you with everything you need to ace that next sales pitch. Read the full recap here: https://goo.gl/o8D3nP The presentation deck is available under the resource center: https://goo.gl/nyXCLS
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Ace Your NextSales Pitch
WITH
In 18 years Bernard has started 4 companies, taken 3 web-based companies to multi-million dollar status, launched over 300 websites, and has managed over a thousand marketing campaigns.
William has dedicated his 8 years as a web professional to growing online businesses. As lead of Business Development, he’s helped 24 of our top partners reach 6-digit monthly revenues.
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 UK (44) 203-769-7710 | AU (02) 8484-1116
Boost Your Business! Ace Your NextSales Pitch with
Meet Our Panelists
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[email protected]/bernardsanjuaniii
[email protected]/william-kramer-244bb0106
What’s Next:Coming this month
Boost Your Business! Ace Your NextSales Pitch with
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Recent Dashboard Feature
RESOURCE CENTERGet access to free templates, brandable documents and client management materials. Or train your team using our sales guides, methodology explainers and product sheets.
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What’s Next:What Happened During the Last Webinar
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Coming this monthMOCKUP BUILDERBuild instant web design from thousands of premium design mock-ups and incorporate client feedback in real-time.
PROPOSAL CREATORCreate and manage proposals for your clients straight from the Dashboard.
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What’s Next:Discussion Outline
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What Happened During the Last Webinar
The Boost Your Business Webinar Series allows our partners to benefit from our years of experience, so they too can establish a successful digital services business.
In last month’s webinar, we discussed how three of our top partners grew and became powerhouse agencies.
What’s Next:Lay the groundwork
Boost Your Business! Ace Your NextSales Pitch with
In this webinar, we want to empower you with tools, tips and techniques to pitch confidently and effectively.
•Lay the Groundwork• Think BIG, Look BIG
•Create Desire•Q&A Session
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Discussion Outline
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What’s Next:Think Big, Look Big
Boost Your Business! Ace Your NextSales Pitch with
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Things to know by heart
28,443,856Total No. of Businesses in the USUS Small Business Administration, February 2015
*GoDaddy and Redshift Research: Small Business Survey 2015
41% Plan to build a website
60% WithNoWebsite
28% AlreadyHave Domains
PRO Tip: Be an expert
91% traffic go to Page 1 of Google Search Results
29% clicks on the first position
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What’s Next:Leverage the technology
Boost Your Business! Ace Your Next
Sales Pitch with
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Think Big, Look BigPARTNER 1
Grew to $37k retail
in 8 months
$0-$5k8 months
$37k
PARTNER 2
Grew to approx $150k MRR in less than a year
$10-$15k Less than 1 year
$150k
As a bonus, we flew him to the Philippines twice
PARTNER 3
5 clients
6 months
$60k
As a bonus, flown to Manila once; visiting again in 2 months
Virtually 0 cancellations
Added 60k (retail) new accounts in 6 months All three partners
use the Dashboard
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What’s Next:Leverage the technology
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Think Big, Look Big
It’s all about the impression you create.Impress clients by showing that you:
✓ have a proprietary technology that shows results ✓ have a methodology that other clients can attest to✓ have the resources to handle their campaign
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What’s Next:Leverage the technology
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Think Big, Look Big
Back in 2011, we ran a $200 remarketing campaign. Back then, not a lot of people had heard of remarketing. More calls started coming in. Some thought we spent millions!
In their minds, since we were everywhere, we must have spent MILLIONS.And since we spent MILLIONS, we must have been BIG.
RESULT:
Interest to partner with SEOReseller increased by 8-10x
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What’s Next:Use the methodology
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Leverage the technology
✓ Create a good impression by highlighting your capabilities.
Setup your White Label Dashboard
1. Upload your company logo 2. Set your color scheme3. Personalize the link that clients can use to access
your white label dashboard4. Configure the subdomain 5. Add your white label dashboard Title
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✓ Create a good impression by highlighting your capabilities.
Show how the Dashboard worksAccess the DEMO SITE1. Go to your Dashboard URL:
www.accesshub.co/yourcompanynameor your subdomain: dashboard.yourcompanyname.com 2. Login using the DEMO credentials
Username: [email protected]: demo
What’s Next:Use the methodology
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Leverage the technology
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What’s Next:Entire Team Backing You Up
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Use the methodology
Understand how the methodology works
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What’s Next:Get to Know Your Prospects
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You have an entire team to back you up
Project Managers Analysts Digital Marketing
Specialists Content Writers Editors Quality Assurance
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Get to Know Your Prospects✓ If you’re not researching your clients, your competitors are✓ Show genuine interest by understanding their problems ✓ Allow them to talk at least 50% of the time.
What’s Next:Sample Questions
BUSINESS MARKETING GOALS
PRO Tip:Focus on your prospect’s business, marketing and goals
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Sample Questions to Ask
•What kind of business and services do you have?•Are you Business to business?•Do you sell consumer goods?•Are you in the services sector?•What are the 3 biggest problems that you are having in your business?•What are the areas where you would like to see improvement in your business?•Do you have your own solutions or experts?
•Do you have a timeframe?•Do you have a working budget?
What’s Next:Create Desire bit.ly/getsked
Create DesireHelp your client visualize their future success with you.
The more vivid the vision, the more likely the CLOSE.
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What’s Next:Closing Rate
Boost Your Business! Ace Your NextSales Pitch with
Use the Audit
✓ Get to know your clients by knowing about their business ahead of time.
1. Add your prospect client’s URL2. Click RUN to start the audit3. Download the report bi
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ked
PRO Tip: Disclose just enough information
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What’s Next:Offer Value
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Closing Rate
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Pique their curiosity Encourage questions Start conversations
PARTNER 1 PARTNER 2
PARTNER 3
60Proposals Sent
21Clients Closed
35%Closing Rate
24Proposals Sent
6Clients Closed
25%Closing Rate
24Proposals Sent
2Clients Closed
8.5%Closing Rate
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What’s Next:Sell Solutions
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Offer Value
Leverage Technology✓$100,000 Proprietary Dashboard
Talk to your Project Manager for a demo
Sales Tools✓Pitch Decks✓Intake forms✓Sales Guides
PRO Technique: Offer Value
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What’s Next:Sell Solutions
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Offer Value
Prove Expertise✓ Case Studies✓ Testimonials
Read Educational Material✓White Papers and Guides✓Leverage Authority Bias
PRO Tip: Offer Value
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PRO Tip: Sell Solutions
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Create Desire
Rather than just promoting your product, focus on your prospect client's pain points and address them with your service offerings.
✓Identify their needs✓Find out which services are matched with the problems of the client.
HINT:Site Audit Report is a tool you can use to identify areas that need improvement.
ClientNeeds
ServiceOfferings
What’s Next:Buying Criteria bit.ly/getsked
What’s Next:Rundown
Boost Your Business! Ace Your NextSales Pitch with
Prospects go for providers that:
Establish an emotional connection
Show output and results
Prove consistency and predictability
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Buying Criteria
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What’s Next:Takeaway
Boost Your Business! Ace Your NextSales Pitch with
Show expertise, know your bits of data by heart Overcome the reality of smallness. Think BIG, look BIG If you're not researching them, your competitors are Break the "Stranger's Barrier" and creating an emotional connection Disclose just enough information. Don't try to Maven your way through a
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Rundown of PRO Tips
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What’s Next:Q & A Session
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Takeaway
We’ve created a STARTER PITCH KIT to help you set-up. It’s available in the Resource Center and includes:
•Partner Checklist•Brandable Base Sales Deck•Website Audit Guide•SEO Product Catalog•SEO Sales Guides
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Schedule a Callbit.ly/getsked
Feel free to call us at any time for questions.
TOLL-FREE 1-800-250-6106 AUS (02) 8484-1116US (415) 625-9700
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getsked
Q&A Session
Boost Your Business! Ace Your NextSales Pitch withbit.ly/getsked