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Meet Our Panelists
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.
Tim has dedicated half a decade to being a top-notch digital marketer, salesman, and relationship builder. He has launched and retained more than 500 projects, including those of key partners.
bernard@seoreseller.com
tim@seoreseller.com
/bernardsanjuaniii
/timbienvenida
TOLL-FREE 1-800-250-6106 | US (415) 625-9700 UK (44) 203-769-7710 | AU (02) 8484-1116
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Overcoming Sales Objections Like a Powerhouse with
What Happened During the Previous BYB Webinar
●Know who you are as an agency ●Determine what you’re selling ●Learn how to sell effectively
What’s Next: Limted Time Offer
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Overcoming Sales Objections Like a Powerhouse with
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In the previous Webinar, we showed you how to go from good to great at selling SEO services.
Get 35% off the first month of an SEO package when you purchase any web design package.
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Limited Time Offer
*Offer ends on June 30
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What’s Next: Discussion Overview
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Overcoming Sales Objections Like a Powerhouse with
Discussion Overview The key to closing a sale is understanding what stops a potential client from taking action. In this webinar, we will discuss the pro-tips on overcoming the most common sales objections, and the methods powerhouse agencies use to close the toughest sales. bit.ly/getsked
●General Guidelines to Overcoming Objections ●Common Client Objections ●Summary Q&A Session Feel free to send your questions in advance using WebEx chat.
What’s Next: Why Do Sales Objections Happen?
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Overcoming Sales Objections Like a Powerhouse with
Why Do Sales Objections Happen?
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Feel free to send your questions to our panelists via chat and we’ll answer them during the Q&A portion
Taz, Content Writer
Why Do Sales Objections Happen? Objections occur because a portion of your sales process was weak. ●An objection is an opportunity. ●Behind every objection is the failure of the salesmen to answer “What’s in it for me?”
Step #1
Acknowledge
What’s Next: How To Overcome Objections
Step #2
Step #3
Isolate Own “How you see the problem is the problem.” bit.ly/getsked
Step #4
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General Guidelines to Overcoming Objections
Act
Overcoming Sales Objections Like a Powerhouse with
Bjorn, Senior Writer
How To Overcome Objections
Up Next:
The Value of SEO
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Feel free to send your questions to our panelists via chat and we’ll answer them during the Q&A portion
The Value of SEO “Our management does not understand the value of SEO.” Two scenarios: bit.ly/getsked
1. Client lacks knowledge about the industry itself 2. You failed to listen to your prospect Case Study: Australian Pub Problem: The partner kept on talking about rankings and traffic What the client really wanted: ●80% occupancy during lunch and dinner, Mondays-Fridays ●“Is the service you’re offering the solution to my business problem?” Results: ●The client now has full occupancy on all weekdays ●On most days, they even exceed their capacity What’s Next: Pro Tips
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Overcoming Sales Objections Like a Powerhouse with
Pro Tips
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Know your SEO stats ○ 93% of buying experiences begin with search. Not being present on search translates to lost opportunities for the client ○ Can drive up to x22 ROI per dollar spent ○ There are 60 billion websites online today ○ 91% of those aren’t optimized ○ SEO is a $16 billion industry Translate the Value of SEO into terms a decision maker can understand. ○ Establish trust signals. Use the White Label Testimonials from the Resource Center.
What’s Next: Pricing
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Overcoming Sales Objections Like a Powerhouse with
Pricing “Clients find the pricing expensive.”
Translation of this objection: I did not see value.
1.We never claim that we’re the cheapest 2.Do you get results? 3.You get what you pay for a.Clients can afford solutions that add value ●Results ●Client dashboard login ●Real time reporting ●White Papers & Guides What’s Next: Pro TIps
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Our pricing actually isn’t more expensive We offer you the same value for the same price as competitors. But we don’t offer their entry-level packages.
We also encounter the same objections, and yet we have an 80% close rate.
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Overcoming Sales Objections Like a Powerhouse with
Pro Tips Don’t dance around the pricing objection. ADDRESS IT.
1. You never mention pricing first
Primacy - the things we hear first tend to stick.
2. You never let it stand alone - always translate it to value 3. Never mention pricing last Recency - the brain is biased and ascribes more importance to the last thing we hear.
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3 Golden Rules
New partners mark-up x1. Increase markup to x2/2.5 when portfolio is built A partner in the UAE gives clients 30% off on their first 90 days, to prove they can deliver results. Afterwards, they mark up by 3x. What’s Next: No Guarantees
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Overcoming Sales Objections Like a Powerhouse with
No Guarantees “I can't get approval for a service that has no committed results” “Why don’t you guarantee rankings?” bit.ly/getsked
● Steer away from people who guarantee rankings! ● Rankings are influenced by several search algorithms, and are impossible to predict. “Why don’t you guarantee traffic?” ● Can’t guarantee traffic as well ● But your SEO’s are experienced enough to set soft goals
What’s Next: Pro Tips
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Overcoming Sales Objections Like a Powerhouse with
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Pro Tips
Know what you are selling
What’s Next: Bad Experience with Previous Agencies
Our methodology works 80% of the time and ranks 60% of keywords in the first six months.
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Talk to your Project Manager about soft goals.
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Bad Experience with Previous Agencies “I've gotten burned by bad SEO providers”
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Translation of this objection: Understands value, but wants a provider they can trust ●One of our largest Powerhouse Partners hunts down clients that have been burned by previous providers. ○ He views it as a qualification ●You no longer have to sell the service. You have to sell YOU. Example: We have had partners leave us and come back to us with a penalized site.
What’s Next: Pro Tips
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Overcoming Sales Objections Like a Powerhouse with
Pro Tips Three ways to respond: 1.“No, none of my clients have been penalized” 2.“Yes - and here’s what we did to recover them at our expense” 3.“We have worked with clients that had penalties from previous providers, but we have a 100% batting average in cleaning it up”
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Leverage expertise & trust signals to differentiate yourself from previous providers.
Caution: There is a wrong way to approach this objection. ○ Don’t badmouth the bad provider ○ Don’t put clients in a negative mindset
What’s Next: Keyword and Search Volume Limits
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Overcoming Sales Objections Like a Powerhouse with
Keyword and Search Volume Limits “Why do you have a limit to the number of keywords/search volume?” ●Some SEO campaigns are more difficult than others, and require bit.ly/getsked
more work. ○ The different tiers have keyword and search volume limits to reflect this. ●We can rank 60% of keywords on the first page in the next six months because the limits are there. ●Some competitors claim credit for incidental rankings. ○ We don’t. Incidental rankings are a BONUS
What’s Next: Pro Tips
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Overcoming Sales Objections Like a Powerhouse with
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Pro Tips
Getting this objection indicates you’re on the right track. What’s Next: Client Has an Existing Provider
It’s a sign you’ve piqued their interest, because their questions have started to level up.
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Objections like this are opportunities to educate clients and demonstrate your expertise.
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Client Has an Existing Provider “I already have an existing solution. Why should I switch to you?” Translation of this objection: Client is averse to change
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Different Variations of this Objection: 1.“I already have a Freelancer doing my work” 1.“I'm comfortable with my current provider I don't feel the need to switch”
“Behind every loyal client is an awesome salesman.”
What’s Next: Pro Tips
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Overcoming Sales Objections Like a Powerhouse with
Pro Tips “I already have a Freelancer doing my work”
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Leverage the premium experience you can offer with the technology at your agency’s disposal “I'm comfortable with my current provider - I don't feel the need to switch” Make them uncomfortable with the current results Find your opportunities on the 2nd and 3rd pages - don’t go for the top spots
What’s Next: Summary
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Overcoming Sales Objections Like a Powerhouse with
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Feel free to send your questions to our panelists via chat and we’ll answer them during the Q&A portion
Summary
James, Junior Editor
Summary
2.Pricing ○ Don’t dance around the pricing objection. ADDRESS IT. 3.No Guarantees ○ Know what you are selling. 4.Bad Experience with Previous Agencies ○ Leverage expertise; provide trust signals. •Keyword and Search Volume Limits 1. Objections like this are opportunities to educate clients and demonstrate your expertise. •Client Has an Existing Provider ○ Leverage the premium experience with your technology. Make them uncomfortable with the current results.
What’s Next: For Our Partners
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1.Value of SEO ○ Know your SEO stats. Translate the Value of SEO into terms a decision maker can understand
Overcoming Sales Objections Like a Powerhouse with
Q&A Session
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Schedule a Call bit.ly/getsked Feel free to call us at any time for questions. TOLL-FREE 1-800-250-6106 AUS (02) 8484-1116 US (415) 625-9700 info@seoreseller.com
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