It/s not the size of the dog in the fight, it’s the fight in the dog that makes the difference.
Google caffeine – values new content; if the site isn’t being updated as to content on a regular basis it may drop in the rankings. Our packages include new content updates which are valued by Google and the other search engines. Any site with this situation can use our help.
Every market on the planet needs us. It’s all about visibility. You can be selling anything. If you’re on the web and you want to make the web work for you, you need to be highly visible.
Financial and legal firms are often good markets because of the amount of money they command and their continuous need for good qualified leads. Legal firms can be a challenge to our company because they tend to want to avoid paying.
You have to know in your heart that you are doing prospects a tremendous favor by calling them. You can help to double or triple their business on the web.
“Well, Mr. Prospect, you’re not very visible on the web so you’re missing out on a lot of business that could be yours. All I want to do is get you a white paper that will explain how we do this. If after reading it and discussing it with me you don’t see how it can help you I won’t ever call to waste your time again.
Send the white paper from your own web site while you’re on the call.
2nd Call: “Hi, following up on our conversation. Did you have time to read the white paper?
Yes – go into our 3 prong approach. Set up a call with management.
No – I figured you might be tied up. Usually when someone reads the white paper they beat me to the punch and call me first! Go into our 3 prong approach. Set up call with management.
Take control of the calls. They don’t want to be your friend. Don’t expect to build a relationship. Don’t use sales techniques that were popular back in the 1980s. Make statements. Don’t ask questions. Don’t attempt to gain agreement. Be polite but get to the point. You have valuable information that you want to give them. You’ll set up an appointment with the owners of our company where they can get all their questions answered and make an educated decision.
“Mr. Prospect, I want to get some information on your desk that can dramatically increase your sales. This could be the most important information you ever read regarding internet marketing and it could dramatically increase your sales like it has for our clients. What’s your email?”
Make statements. Don’t ask questions. Go in a straight line to sending the white paper. On the second call go in a straight line through the 3 prong approach and set an appointment. “Mr. Prospect, all I want to do is put some information on your desk that can dramatically increase your sales. What’s your email?”
Make statements. Assume the sale. This is the best SEO information in the market. We are putting clients on page one of Google every day. We’re better and faster than anyone else doing Search Engine Optimization.
“All I want to do is get you some information that can double or triple your sales. Reading this white paper might be the most important 5-10 minutes you’ll ever invest in internet marketing.”
“Hey, Mr. Prospect, I don’t want to waste you time. All I want to do is get some information on your desk that can possibly double or triple your sales.”
Take charge of the call and make statements. Don’t ask questions. You only want one outcome to the first call which has 2 parts. Send the white paper. Agree to discuss. Second call objectives: cover the 3 prong approach. Set up appointment with management.
Make power statements. “Mr. Prospect, I’d assume if we could do even half as well as we’ve done for other clients you’d be pretty happy.”
“Mr. Prospect, we get almost 95% of our clients to first page of Google organically in less than 90 days. I’d imagine if we could do the same for you you’d be pretty happy. All I want to do is get some information on your desk that can dramatically increase your sales. What’s your email?”
Strength, Passion, Enthusiasm, Confidence, and Sincerity are the 5 SPECS for success. Whatever you do, include the SPECS for success and you’ll be among the best doing what you do.
No sales training Thursday, Friday, and Monday. This covers September 2 through September 6 for the Labor Day Holiday. The regular schedule resumes Tuesday, September 7.
Be passionate. Make power statements. Don’t attempt to gain agreement or a relationship. Those things come later from working together. You first have to get them to listen to you and consider what we can do for them. Once we begin working together you can work on relationship building, not before.
Make power statements. Go in a straight line to the conclusion you want. Assume the sale. - Jon Wyderka