Module 5: Present Solution

Housekeeping Webinar: – – If you are here today, you are good! Facebook: – – Join the group – Very interactive – Not a support portal Support: – Schedule Your 1 Role Playing Call With Me: – – Whichever Module You Prefer

Modules DateTopic Mar 9Kick Off Mar 16Prospecting, Gatekeepers, and Pre-Qualification Mar 23Probing & Discovery Mar 30Identify Needs Apr 6Build Problem Apr 13 20Present Solution Apr 20 27Close Sales Apr 27 May 4Objection Handling May 4 11Wrap Up

Path of Persuasion Demonstrates your honest understanding – Respect for the customer – His/her situation – Your esteem for the customer

Result Forges a bond with the customer

The path of a customer taking a desired action 1. The customer begins with a natural distrust or suspicion of the rep

The path of a customer taking a desired action 2. After some discussion, the customer starts to trust and perceive the rep as an ally in making the difficult decision of whether or not to take the action.

The path of a customer taking a desired action 3. The customer gains a fuller appreciation for the the rep's position but the negatives still outweigh the positives.

The path of a customer taking a desired action 4. The customer starts to see himself as being on the same side of the question as the rep. The action the rep wishes him to take now starts to seem increasingly sensible, if not imperative.

The path of a customer taking a desired action 5. At some point, the customer starts to view the positive consequences of taking the action as outweighing the negative ones. The action, therefore, seems increasingly doable.

The path of a customer taking a desired action 6. The customer agrees to take the action.

The path of a customer taking a desired action 7. The customer takes the action. The rep continues to support him.

The path of a customer taking a desired action 9. At some point after the action has taken place, the customer is ready to consider taking a new action.

Mapping Solutions All solutions map to at least on of the areas Solutions can map to more than one area Example 1: “SEO” maps to (Lead Generation) Example 2: “Autoresponder Series” maps to (Lead Nurture)

Mapping Challenges Recap Lead Generation Lead Capture Lead Capture Lead Nurture Lead Nurture Sales Conversion Sales Conversion Client Maximization Metrics Analytics Metrics Analytics Need more customers Website not found Bad reputation Not capturing prospect info We don’t get repeat business We don’t get referrals Website getting leads I don’t bond with prospects No prospect communicatin Don’t know whats working Low sales conversion

Mapping Solutions Lead Generation Lead Capture Lead Capture Lead Nurture Lead Nurture Sales Conversion Sales Conversion Client Maximization Metrics Analytics Metrics Analytics Solutions

Mapping Solutions Lead Generation Lead Capture Lead Capture Lead Nurture Lead Nurture Sales Conversion Sales Conversion Client Maximization Metrics Analytics Metrics Analytics Solutions

Mapping Solutions SEO PPC Reputation Marketing Autoresponder Series Google Analytics Social Media Mobile Websites & Apps Landing Pages Referral Campaign Customer Reactivation Lead Generation Lead Capture Lead Capture Lead Nurture Lead Nurture Sales Conversion Sales Conversion Client Maximization Metrics Analytics Metrics Analytics

Big Picture for Success SEO PPC Reputation Marketing Autoresponder Series Google Analytics Social Media Mobile Websites & Apps Landing Pages Referral Campaign Customer Reactivation Lead Generation Lead Capture Lead Capture Lead Nurture Lead Nurture Sales Conversion Sales Conversion Client Maximization Metrics Analytics Metrics Analytics Need more customers Website not found Bad reputation Not capturing prospect info We don’t get repeat business We don’t get referrals Website getting leads I don’t bond with prospects No prospect communicatin Don’t know whats working Low sales conversion

Let’s Do The Math Walk the prospect through the math Numbers from Google and prospect Helps prospect to understand potential revenue Builds perceived value for your services Preemptively eliminates money objection in most cases

Let’s Do The Math Example: If you are #1 for the keyword = “liposuction tampa” You will get 590 monthly searches You will get 320 website visits

Let’s Do The Math 590 New People Search For You Each Month 248 New People Visit Your Site Each Month x 25% or 62 People opt into your web form each month X 20% or 13 respond to your follow up x 80% close rate or 10 New People Buy You Each Month x $1,200 is your average ticket = $11,904 In New Monthly Revenue For You That Was for Only 1 Keyword Per Month…What If We had 6 key words per month?

Let’s Do The Math * Information Provided Directly From Google KeywordsSearchesDollar Value liposuction tampa 590$11,904 breast augmentation tampa 320$6,297 tummy tuck tampa 210$4,132 breast implants tampa 170$3,345 rhinoplasty tampa 140$2,755 cosmetic surgery tampa 110$2,164 MONTHLY TOTAL1540$30,597

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