1. Do you have what it takes to be a: Trusted Digital Media Advisor (TDMA)

2. What is a TDMA? “Someone who can extract meaning from the information clutter and who can steer them (businesses) to competitive advantage”. - Google Representative Ben Tyson

3.  TDMA’s will be trained on Google products, the services of MRKT360 Inc. and how to successfully sell these digital services to clients What is the TDMA Program?  Google’s program for all new TDMA’s to become comfortable with the digital products they will be selling  Participants will learn how to conduct an effective inquiry to identify customer problems; and how to listen to the customers.

4. Qualifications Needed to Apply:  Currently enrolled or graduated from a post secondary education {Business and marketing preferred}  Strong marketing knowledge and interest  Confident and authoritative speaker  Passion for selling  Strong negotiation & communication skills  Results orientated  Ability to work alone and as part of a team  Eager to learn

5. This Position is Great for those who: Want to gain knowledge in Google Products, AdWords, and Digital Marketing Want to work with some of the best experts in the field Are currently in school or work another job; immense flexibility, you can work from home Have a passion for learning and selling!

6. THE 5 STEP TDMA SALES PROCESS 1 2345 PLANOPEN IDENTIFY RECOMMENDCLOSE

7. STEP ONE: PLAN A MEETING PURPOSE Why are we having this meeting? What is the benefit to the client? DESIRED OUTCOME At the end of the meeting, what factors will determine it is a success? If this meeting is a success, how will I know? A successful meeting begins well before the meeting itself. The better you prepare, the better results you and the client or prospect will experience. Ask yourself the following: Do your homework Spend a few minutes before the meeting answering some fundamental questions 1 2 3 4 What does the client or company do, what products or services do they sell, what challenges do they face, how is their market challenging? Who from my team is attending the meeting and who is doing what? What obstacles can I expect to encounter and how can I respond to them? What information or materials should I bring? A key piece of pre-meeting planning is defining you and the clients definition of ‘success’. DEFINE SUCCESS

8. STEP TWO: OPEN A MEETING P purpose O outline IN input T transition Star Your Meeting Right: Make your POINT Starting a meeting with a well defined, easy-to-understand agenda statement sets the meetings tones an ensures everyone is working toward the same objective. Use the following four steps: P O T IN State the reason for meeting from the clients perspective Outline the topics that you intend to cover Is there anything that the client would like to add? Make them vested in the discussion. Transition to your positioning statement

9. STEP THREE: IDENTIFY WHERE THEY ARE & WHERE THEY WANT TO GO Asking great questions motivated clients to BUY alleviating some of the pressure on you to SELL Focus on Three Areas It has been found that focusing your questions on three main areas helps in uncovering the clients Current (where are they now) and Desired (where do they want to be) Situations. These areas are: Clients Business ModelTheir Marketing Their Individual/ Personal Goals  Ask open ended questions that require descriptive answers  The longer your questions, generally the shorter responses you'll get  Listen to understand versus listening to respond  Listen and look for emotional and logical cues  Anything you can do to help them be successful will make you successful. Find out what he/she needs in order to win

10. STEP THREE: IDENTIFY WHERE THEY ARE & WHERE THEY WANT TO GO Understanding your Clients Current Situation Understanding your Clients Desired Situation Business  Who are your target customers  Where are you online? Where are you offline?  Who are your main competitors? What sets you apart?  How do you see the market changing? What trends are impacting you the most? Individual  What are the big issues on your agenda?  How is your success measured? Marketing  What are your marketing goals? Budget?  Where are you marketing your business?  Do you know how most of your clients find you?  What are your website goals? Business  What are the top priorities for your business this year? How will you achieve them?  What plans do you have to grow?  What are some of the challenges or roadblocks that you anticipate handling? Individual  What are your priorities for this year/quarter?  What projects do you have on the back burner that you would like to progress? Marketing  Are you happy with the amount of sales you currently have or could you use more?  Are you happy with your brand awareness?

11. STEP FOUR: RECOMMEND A CUSTOMIZABLE SOLUTION TO SOLVE THE PROBLEM Paint a Picture Using LFBB The key to a strong LFBB is enabling the client to envision its impact on their business (i.e. sell more units, build awareness) LINKFEATURE BRIDGE BENEFIT  Refer to something the client said previously  Share a proven fact about a product  Use you a short phrase using the word ‘you’ that pivots the feature to the benefit  Demonstrate the value that the client would receive using or experiencing this feature

12. STEP FIVE: CLOSE AND IDENTIFY NEXT STEPS Alternative ChoiceAssumptive ChoiceDirect Close Ask the client to chose one of two options Assume they are going to buy Simply ask for the business 1 2 3 4 5  Set likely next steps before your meeting or call begins  Consider preparing two solutions so you can use an alternative choice  Write prompt post-meeting recaps so you can utilize in subsequent meetings

13. THANK YOU!