Sem Sales Methods

Search Engine Marketing

SEM Sales Method

OrangeSoda Sales Process

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Profiling

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“They’ve done Studies.60% of the time it works Every time”

–Brian Fantana

Sold!

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Introduction

Hook

Compliment

Freebie

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Hi, is John available? Hi John, this is Steven Fingerhuts from Orangesoda.com.

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Introduction

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Before I called, I did a quick search on Google for ______ and noticed that there are ______ of your customers are searching for your products/services online every month, & I couldn’t find you on the first page.

Do you know much about online marketing?

What is your website’s domain?

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Introduction

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Hook

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Introduction

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Compliment

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1.800.ROBKELLAS

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Introduction

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Hook

Compliment

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Methodology

The Onion

The Popcorn

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Solutions Have No Inherent Value

We can’t present a solution until we understand 2 things:

1. What problem they are trying to solve?

2. What results they are trying to provide?

MOW AWAY FROM THE SOLUTION!

Mahan Khalsa

Value Presentation

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Methodology

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Do you have a website?

Did you create your website in-house or did you have a design company create it?

What were your goals when you first created the website?

Do you feel those goals are being met?

What type of advertising are you currently doing?

Can you tell me exactly what your business does? Ask Questions

With a Purpose!

Know & Understand Their Business!

Methodology

The Onion

Value Presentation


Profiling

1. Did you create the website?

2. What was your initial intent when you or your company had it created?

3. Are those expectations currently being met?

4. So where do you feel you are lacking or what needs to be improved?

5. Are you currently doing any types of marketing?

6. How are those going for you?

7. Have you tried online marketing?

8. How familiar are you with SEM?

Value Presentation


Methodology

The Onion

Profiling

1. What problem they are trying to solve?

2. What results they are trying to provide?

We cannot present a solution until we understand 2 things:

Spilling The PopcornMethodology

The Onion

The Popcorn

Value Presentation


Value Presentation

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SEM Value

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Cost

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• Go to a Search Engine

• Search for “__________”

• Three Different Types of Results

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SEM Value


• Search for “__________”


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SEM ValuePaid Search


• Search for “__________”


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SEM Value

Local Search


• Search for “__________”


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SEM Value

Organic Search

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SEM Value

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Cost

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Welcome Call

Work Flow

Ask For The Sale

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How Does Solution Fit The Company Need

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1. You Meet Your Marketing Consultant:

Or Campaign Manager• These experts manage all your online

marketing campaigns• They work with your fulfillment team to

ensure success

2. Get To Know Your Campaign Manager

3. Let Your Campaign Manager Get to

Know You AND Your Business

4. They Will Go Over• Expectations• Conversion Goals• Your Website• Information Needed To Set Up Your Campaign• Your Competitors• Your Business Goals


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Welcome Call Welcome Call Consultation

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Paid Search Create Keyword

Creation Notes

Paid SearchKeyword

List Creation

Quality Assure Keyword List

Load Paid Search Campaign in

System

Send Campaign Live Email

Create Paid Search Optimization Task List (Paid Search Roadmap)

3 – 5 Business Days

Paid Search Accounts Created in Google/Yahoo/Bing/OrangeSoda


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Welcome Call

Work Flow

Paid Search


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Welcome Call

Work Flow

I t Ta k e s 1 - 3 M o n t h s F o r A C a m p a i g n To R a m p U p To I t s F u l l y O p t i m i z e d P o t e n t i a l

PPC Optimization Task List: The Roadmap

Week 1-Week 4: Campaign List Creation and TESTING.

Month 2: Gather Data and Refine Campaign For Optimal Conditions

Month 3: Minor Campaign Optimizations To Maximize the Account

A Fully Optimized, High Powered Campaign

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Assigned to an Organic Search Specialist

RoadMap Tasks are Complete

Organic Search Monthly Task Completed Email is Sent to the Client

Keyword Approval

Account Specialist Sets Organic Search RoadMap


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Organic Search

Welcome Call

Work Flow

Month 1SEO SetupSEO AnalysisSEO RoadmapWebsite Optimization SuggestionsCreate Title & Meta Tag EditsWebsite Copy Edits

Month 2Redirect AnalysisCreate robots.txt fileCreate Sitemap.xml fileWebsite Copy Edits

Month 3Article Creation and Mass DistributionLocate and Submit Social Bookmark Links

Month 4Locate and Submit Social Bookmark LinksLocate Niche Directories and Submission

Month 5Article Creation and SubmissionBlog Post Creation and DistributionLocate General Directories and Submission

Month 6Article Creation and Mass Distribution

Site Analysis & Recommendations

Link Building

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Organic Search

Welcome Call

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When Profiling you learned what the Popcorn/Business needs are!!!

How will the Solution will help them reach their business goals

they have.

Show the business will benefit from the Package/Solution presented.

Show the overall Benefits of SEM!!!


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• Advertisers can target many keywords

• Appear across multiple Search Engines

• Quick set up with immediate traffic

• PPC is a flexible medium

• Easily Measured

(all elements can be quickly changed & tested)

Paid Search – Building Value/Benefit Statements


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• Most searchers click organic results

• Easier to maintain position once established

• Can appear in a lot of Search Engines Results

• Organic traffic is “free”

• Easily measured

Organic Search – Building Value/Benefit Statements

(between 60-70%)


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Welcome Call

Work Flow

Client NeedVs.

Budget Value

Organic Search

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Brian Tracy

40% of the Sale, is the development of trust! This is best done by asking good questions & listening to the answers.

30% is identifying the true needs & wants of the prospect! Don’t - Talk about sales & product Do - Talk about prospect’s goals

Do - Talk about needs & wants

Do - Talk about prospect’s business

Source: http://www.scribd.com/doc/21894871/Build-Long-Term-Relationships-by-Brian-Tracy


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Welcome Call

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Client NeedVs.

Budget Value

Ask For The Sale

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Brian Tracy

40% of Sale, is Development of Trust!

30% Identifying Needs & Wants of the prospect!

20% Of relationship is presenting solutionShow the prospect how they will benefit for the product. Carefully match the needs to the solution & how they will benefit.

10% Relationship Selling MethodThis selling method is based on trust. I you don’t take the steps they can’t trust your solution.

That’s 100% of the sale. The more good questions you ask the more the prospect will trust you. Build a bridge then ask them to cross the bridge with you.

Source: http://www.scribd.com/doc/21894871/Build-Long-Term-Relationships-by-Brian-Tracy

Ask Prospect to make decision.


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Welcome Call

Work Flow

Client NeedVs.

Budget Value

Ask For The Sale

Search Engine Marketing

Your Pre-Sales Support Team

Pre-Sales Support Team

ASHLEEBRIAN JAKECASEY

[email protected]

1 (801) 610-2277

Campaign Management Support

@OrangeSoda.com

1 (800)

Questions?

Thanks For Your Time

Sem Sales Methods

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