W E W I L L B EG I N S H O RT LY
PLEASE STANDBY
Meet Our Panelists
Bernard San Juan III General Manager
Rob Rosales Business Development Officer
In 20 years Bernard has started 4 companies, taken 3 web-based companies to multi-million dollar status, launched and managed over 500 websites, and has run  thousands of marketing campaigns.
Over the past couple of years, Rob has successfully managed over 300 websites. He specializes in helping small agencies grow by providing effective strategies tailored to the needs of local businesses.
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
What Happened During the Previous Webinar Recap of How to Sell Reputation Management to your Clients
In the previous webinar, we talked about Reputation Management and how it’s a great way to build recurring income for your agency. We also covered: •
Why reputation management is more important than ever
•
How reputation management grows your client's business
•
How your agency helps manage your client’s reputation
•
How to sell reputation management Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Shameless Plug! July Promos Extended Until August! $1000 off SEO Promo • Spend $3000 on SEO and get $1000 off your first month • Start campaign in July or August
Get Web Dev Free with SEO • Buy SEO Silver Package get Web Dev free • If you bought Web Dev this year, Buy SEO Silver for that site and get your money back
Plus, stay tuned! Later in the webinar we’ll reveal our Partner CRM and discuss how you can use it to get leads!
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Discussion Overview
Why Local SEO?
The Evolution of Local SEO
Feel free to send your questions to our panelist via chat and we’ll answer them during the Q&A portion
How to Rank Your Clients Locally
How to Sell Local SEO
Overcoming Objections
Plus we will introduce a couple of exciting new updates and a sneak preview of a feature we’re really excited about.
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Why Local SEO?
The Battle for Search
All of the Benefits
High Success Rate &
Engine Real Estate
of Organic SEO
Faster Result
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
1. The battle for real estate on the SERPs The top spot in the organic results is not the top spot in Local Search • Local 3-Pack dominates • Ads take up space • Only 1 organic result above the fold
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
2. All of the Benefits of Organic SEO
Local Search
Schedule a Call!
Organic Search
http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
3. High Success Rate & Faster Results
• Optimizing for organic search takes more time • 92% of campaigns get into the Local Snack Pack • A combination of marketing tactics that will impact the foot traffic of a business
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Evolution of Local Search
Google Places
The Seven Pack
Google + Local
The Snack Pack
Evolution of Search
What It Takes to Rank Locally
1. On-Page
2. Schema
3. Off-Page
4. Listings
• Quality signal (14% for local pack/24% organic local)*
• Make it crystal clear to Google where you’re at and what you do!
• Backlinks are great, citations are a must
• Links + Listings (case study)
• NAP on your site
• Rich snippets reviews, carousels, etc
• Location-specific keywords/H1/URL …
*https://moz.com/local-search-ranking-factors
• What are citations?
• Put your client on relevant listings • NAP across review pages
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
How to Sell Local SEO
Feel free to send your questions to our panelist via chat and we’ll answer them during the Q&A portion
Plus Overcoming Objections
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Step 0: Preparation Your Brand
Your Audience
•
Choose a niche
Research your prospect
•
Develop your unique selling proposition
• Their business
Sales Hack
• Their industry
• Always aim for an emotional end goal
Build social proof (your persona)
Find their opportunities
•
Research competitors
• Make more money
•
Develop expertise
• Beat competition
•
• Gain more market share Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Step 1: Connect
Finding Leads • Networking – Seminars (Dominika)
• SEOReseller Audit Plugin • Ask for Referrals! • Cold Email with Style • Cold Call with Conviction • Don’t Pitch a SERP Position! Pitch a Commitment • Vendor Partnerships (Tom) • Leverage business with GMB but no reviews/website/other listings (Chuck)
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Step 1: Connect Building Rapport • Don’t focus on closing, focus on building a relationship • They Like/Trust/Respect You
Sales Hack
• Rapport Building Techniques • Common Ground • Humor • Me - Talk • Mirroring
• Be their SEO Expert, not their SEO salesman
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Step 2: Qualify
• 6 to 10 questions
What you need to know to qualify:
• Ensure they are in your niche
• Goal (Results Expected)
• Find the decision maker
• Budget
• Qualifying is a part of the sale - use it to help close
• Timeframe
• Probe to find underlying needs
• Communication Expectations • Point of Contact • Current Business size • Relationship expectations Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Step 3: Build Desire
• Be Prepared
• Bring your pitch kit
Desire Building Techniques • Offer Value First
Sales Hack
• Visualize your goal so you can help them visualize theirs
• Sell the Invisible
• Offer value/Solve Problems • Traffic • Dashboard with Analytics • Premium Reporting • Competitor Analysis • The New CRM from SEOReseller
• Creating Urgency
• Nurturing leads an appointment is the only goal of this stage
• Over Power • Solution Selling
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
On-Site Audit Widget
You get their information
Your lead gets this
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Step 4: Get Commitment & Close Get Commitment
Close
• Create a “Yes” Frame of Mind
• Techniques • Open Ended • Assertive Close • Assumptive Close
• Check for Understanding • Pop the Question • Address Failure to Commit
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Overcoming Objections
• Doesn't Google prohibit guest blogs? • Why do you need to put me on a contract? • Do you guarantee your SEO service? • Why is your pricing expensive?
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Actionable things for you to do right now!
Join niche-related organizations and the local chamber of commerce
Offer discounts to existing clients for referrals
Attend or host digital marketing events/semin ars
Install the free site audit plugin and take your laptop to trade shows, business expos and similar events Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Partner CRM
All-in-one Platform for Acquiring, Closing and Servicing 1. New Qualified Leads with On-Site Audit Widget 2. Close More Web Design Deals with Stunning Portfolio 3. Branded Dashboard as “add-on” Service 4. Manage Lead Status & Activity with the Lead Tracker
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
On-Site Audit Widget
You get their information
Your lead gets this
Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
White Label Dashboard Training
When: August 10 What: Training on all the latest features of your white label dashboard! Including how to use: •
Partner CRM
•
On-Site Audit Widget
•
Proposal Builder and more…
Keep an eye out for the invitation this week! Schedule a Call! http://bit.ly/local-sked
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
Q&A Portion, Schedule a Call Feel free to call us at any time for questions. TOLL-FREE 1-800-250-6106 AU (02) 8484-1116 | US (415) 625-9700 TOLL-FREE 1-800-250-6106 | US (415) 625-9700 | UK (44) 203-769-7710 | AU (02) 8484-1116
info@seoreseller.com
bit.ly/local-sked