WE WILL BEGIN SHORTLY

PLEASE STANDBY
Meet Our Panelists

Bernard San Juan III General Manager Rob Rosales Business Development Officer

In 20 years Bernard has started 4 Over the past couple of years, Rob has
companies, taken 3 web-based companies successfully managed over 300 websites. He
to multi-million dollar status, launched and
managed over 500 websites, and has run specializes in helping small agencies grow by
 thousands of marketing campaigns. providing effective strategies tailored to the
needs of local businesses.

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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

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

Why Local SEO? The Evolution of How to Rank Your How to Sell Overcoming
Local SEO Clients Locally Local SEO Objections

Plus we will introduce a couple of exciting new updates and a sneak preview of a feature we’re really excited about.

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Why Local SEO?

The Battle for Search All of the Benefits High Success Rate &
Engine Real Estate of Organic SEO Faster Result

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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

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2. All of the Benefits of Organic
SEO

Local Search

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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

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 Google Places The Seven Pack
Evolution of Local Search
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 •Make it crystal clear to •Backlinks are great, •Links + Listings (case
local pack/24% organic Google where you’re at citations are a must study)
local)* and what you do!
•What are citations? •Put your client on relevant
•NAP on your site •Rich snippets - reviews, listings
carousels, etc
•Location-specific •NAP across review pages
keywords/H1/URL…

*https://moz.com/local-search-ranking-factors Schedule a Call!

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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

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Step 0: Preparation

Your Brand Your Audience

•Choose a niche Research your prospect
•Develop your unique selling proposition •Their business Sales Hack
•Build social proof (your persona) •Their industry •Always aim for an
emotional end goal
•Research competitors
•Develop expertise Find their opportunities
•Make more money
•Beat competition
•Gain more market share

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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!

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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 •Be their SEO Expert, not
• Common Ground their SEO salesman
• Humor
• Me - Talk
• Mirroring

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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

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Step 3: Build Desire

• Be Prepared Desire Building Techniques

• Bring your pitch kit •Offer Value First Sales Hack
• Visualize your goal so you can help •Sell the Invisible •Nurturing leads - an
them visualize theirs appointment is the only
•Over Power
• Offer value/Solve Problems goal of this stage
•Creating Urgency
• Traffic
• Dashboard with Analytics •Solution Selling
• Premium Reporting
• Competitor Analysis
• The New CRM from
SEOReseller Schedule a Call!

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On-Site Audit Widget You get their information

Your lead gets this

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Step 4: Get Commitment
& Close

Get Commitment Close

•Create a “Yes” Frame of •Techniques
Mind • Open Ended
•Check for Understanding • Assertive Close
•Pop the Question • Assumptive Close

•Address Failure to
Commit

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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?

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Actionable things for you to do
right now!

Join niche-related Offer discounts to Attend or host Install the free site audit
organizations and the existing clients digital marketing plugin and take your laptop to
local chamber of for referrals events/seminars trade shows, business expos
commerce and similar events

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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

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On-Site Audit Widget You get their information

Your lead gets this

Schedule a Call!

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

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