Overcome Sales Objections Like a Powerhouse

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.

Overcoming Sales Objections Like a Powerhousewith

TOLL-FREE 1-800-250-6106 | US (415) 625-9700 UK (44) 203-769-7710 | AU (02) 8484-1116

Meet Our Panelists

bit.l

y/ge

tske

d

[email protected]/bernardsanjuaniii

[email protected]/timbienvenida

bit.ly/getsked

http://bit.ly/getsked


What’s Next:Limted Time Offer

bit.l

y/ge

tske

d

What Happened During the Previous BYB Webinar

In the previous Webinar, we showed you how to go from good to great at selling SEO services.

● Know who you are as an agency● Determine what you’re selling● Learn how to sell effectively

bit.ly/getsked withOvercoming Sales Objections Like a Powerhouse



What’s Next:Discussion Overview

bit.l

y/ge

tske

d

Limited Time Offer

bit.ly/getskedOvercoming Sales Objections Like a Powerhouse

with

Get 35% off the first month of an SEO package when you purchase any web

design package.*Offer ends on June 30

Promo details: bit.ly/seo-package-discount



What’s Next:Why Do Sales Objections Happen?

bit.l

y/ge

tske

d

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.

● General Guidelines to Overcoming Objections● Common Client Objections● Summary

Q&A Session

Feel free to send your questions in advance using WebEx chat.


with



Why Do Sales Objections Happen?

bit.l

y/ge

tske

d

Taz, Content Writer

Feel free to send your questions to our panelists via chat and we’ll answer them during the Q&A portion


bit.l

y/ge

tske

d

Why Do Sales Objections Happen?


with

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?”

General Guidelines to Overcoming Objections

Step #1 Step #2 Step #3 Step #4

Acknowledge Isolate Own Act

What’s Next:How To Overcome Objections

“How you see the problem is the problem.”



How To Overcome Objections

bit.l

y/ge

tske

d

Bjorn, Senior Writer


Up Next:The Value of SEO


bit.l

y/ge

tske

d

The Value of SEO


with

“Our management does not understandthe value of SEO.”

Two scenarios:1. Client lacks knowledge about the industry itself2. You failed to listen to your prospect

Case Study: Australian PubProblem: The partner kept on talking about rankings and trafficWhat 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



bit.l

y/ge

tske

d

Pro Tips

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 makercan understand.

○ Establish trust signals. Use the White Label Testimonials from the Resource Center.


withWhat’s Next:Pricing



“Clients find the pricing expensive.” Translation of this objection: I did not see value.

Our pricing actually isn’t more expensiveWe offer you the same value for the same price as competitors. But we don’t offer their entry-level packages.

1. We never claim that we’re the cheapest2. 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

bit.l

y/ge

tske

d

Pricing


withWhat’s Next:Pro TIps

We also encounter the same objections, and yet we have an 80% close rate.



bit.l

y/ge

tske

d

Pro Tips

Don’t dance around the pricing objection. ADDRESS IT.

3 Golden Rules

1. You never mention pricing firstPrimacy - 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.

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.


withWhat’s Next:No Guarantees



bit.l

y/ge

tske

d

No Guarantees


withWhat’s Next:Pro Tips

“I can't get approval for a service that has no committed results”

“Why don’t you guarantee rankings?”

● 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



bit.l

y/ge

tske

d

Pro Tips

Know what you are selling


with

Our methodology works 80% of the time and ranks 60% of keywords in the first six months.

Talk to your Project Manager about soft goals.

What’s Next:Bad Experience with Previous Agencies



bit.l

y/ge

tske

d

Bad Experience with Previous Agencies

“I've gotten burned by bad SEO providers”Translation of this objection: Understands value, but wantsa provider they can trust

● One of our largest Powerhouse Partners hunts downclients 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.


withWhat’s Next:Pro Tips



bit.l

y/ge

tske

d

Pro Tips

Leverage expertise & trust signals to differentiate yourself from previous providers.

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”

Caution: There is a wrong way to approach this objection.○ Don’t badmouth the bad provider○ Don’t put clients in a negative mindset


withWhat’s Next:Keyword and Search Volume Limits




bit.l

y/ge

tske

d

Keyword and Search Volume Limits

● Some SEO campaigns are more difficult than others, and require 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


with

“Why do you have a limit to the number of keywords/search volume?”



bit.l

y/ge

tske

d

Pro Tips

Getting this objection indicates you’re on theright track.


with

It’s a sign you’ve piqued their interest, because their questions have started to level up.

Objections like this are opportunities to educate clients and demonstrate your expertise.

What’s Next:Client Has an Existing Provider




bit.l

y/ge

tske

d

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

Different Variations of this Objection:

1. “I already have a Freelancer doing my work”

2. “I'm comfortable with my current provider - I don't feel the need to switch”


with

“Behind every loyal client is an awesome salesman.”



What’s Next:Summary

bit.l

y/ge

tske

d

Pro Tips

“I already have a Freelancer doing my work”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


with



Summary

bit.l

y/ge

tske

d

James, Junior Editor



What’s Next:For Our Partners

bit.l

y/ge

tske

d

Summary

1. Value of SEO○ Know your SEO stats. Translate the Value of SEO into terms a decision maker can understand

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.

5. Keyword and Search Volume Limits○ Objections like this are opportunities to educate clients and demonstrate your expertise.

6. Client Has an Existing Provider○ Leverage the premium experience with your technology. Make them uncomfortable with the current results.


with



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

[email protected]

Selling SEO The Right Waywith

bit.ly/ge

tske

d

Q&A Session



Overcome Sales Objections Like a Powerhouse

Business

Transcript of Overcome Sales Objections Like a Powerhouse