Learn how to do market research as part of prospecting, how to target a vertical, build your network and reach your prospects - plus more! Sell better by prospecting better! Check out all the great resources at https://www.seoreseller.com/

1. W E W I L L B E G I N S H O R T L Y

3. Bernard San Juan III
G E N E R A L M A N A GER
In 20 years Bernard has started 4 companies,
taken 3 web-based companies to multi-million
dollar status, launched and managed over 500
websites, and has run thousands of marketing
campaigns.
William has dedicated his 8 years as a web
professional to growing online businesses. As
lead of Business Development, he’s helped 24
of our top partners reach 6-digit monthly
revenues.
William Kramer
B U S I N E S S D E V E L O P M E N T M A N A GER

4. In the previous webinar, we talked about the
value of local SEO and how to sell it to businesses.
• Why Local SEO?
• The Evolution of Local SEO
• How to Rank Your Clients Locally
• How to Sell Local SEO
• Overcoming Objections
• New SEOReseller Partner tools to help in selling the service
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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5. TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
Everything you need to build your agency in one plugin:
• SEO Audit Widget
• Lead Tracker
• Web Design Portfolio
• White Label Dashboard
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6. Why Prospecting is Crucial
to Your Sales Process
What You Need to Do
Before Prospecting
The Fundamental Steps
to Prospecting
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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7. Only 25% of leads are legitimate and
should proceed to sales (Gleanster Research)
Sales people waste 50% of sales
time on unproductive prospecting
The goal of prospecting: convert interest
into a conversation (a “Test Drive“ – or
in this case, an appointment)
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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8. Preparing to prospect is part of
Step 0.
Considering you’ve done your
homework, your online properties
should look like this:
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UK (44) 203-769-7710 | AU (02) 8484-1116
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9. TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116

10. Give us a call!
972-354-2327

13. What You Need to Do Before Prospecting
Write a compelling "About Us" information - first
impression matters.
Provide your contact details to let prospects know
how and where to reach you.
Use a profile photo that prospects can recognize
easily.
Be active - but don't overdo it. Posting too much
information can cause your followers to unfollow
you.
Tailor your posts and entire page to your audience.
Give your page a personality - be original and
creative with your posts.
Make your message clear and consistent across all
channels.
Interact with your followers.
Neglect your profile. Don’t let your profiles remain
untouched for a long time.
Be spammy. Don’t post the same promotional
message.
Ignore negative comments. Address them. (There’s
a study of how much you can convert detractors to
supporters by engaging them in X time)
Respond slowly. People love it when they get a
response within a minute.
Connect with everyone. Focus on building quality
relationships with the right people

17. Feel free to send your questions to our panelist via chat and we’ll answer them during the Q&A portion.
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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18. Determining which
vertical is workable.
Getting a fine-tuned
profile of your
prospects.
Research multiple verticals and weigh the pros and cons of each to make an informed decision.
A vertical is easier to penetrate if you have a friend that is well connected in that vertical
Understanding the
language of your
prospect.
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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19. What you need to look at when doing market research:
Industry size (nationally and locally)
Average dollar spend per transaction
Customer lifetime value
Networking opportunities
Existing personal connections
• Are you related to someone in that vertical?
Your competition
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
Go for a vertical that you can easily penetrate Example:
“Real Estate SEO San Jose CA”
• The 4th result is the first SEO company
• Results 1 to 3 are listing of Real Estate Companies

20. What you need to look at when doing market research:
Determining which vertical is workable.
Getting a fine-tuned profile of your prospects.
Understanding the language of your prospect
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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Research multiple verticals and weigh the
pros and cons of each to make an informed
decision.

21. Getting a clearer picture of your ideal vertical
What verticals create a lot of opportunity to shake hands?
Avoid low profit margin, low volume verticals when starting.
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UK (44) 203-769-7710 | AU (02) 8484-1116
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22. Vertical Prospect Plan A
Which vertical has a singular high ticket value?
• Cost justifying - showing prospects where they can improve their ROI.
• Find a vertical that delivers high profit margins.
• Real estate
• Car dealerships
• Cosmetic Surgery
• Cosmetic Dentistry
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UK (44) 203-769-7710 | AU (02) 8484-1116
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23. Vertical Prospect Plan B
Which vertical creates Customer Lifetime value?
• Find a vertical that gets recurring revenue from each customer
• Fitness Gyms
• Insurance
• Printing services
• Family physicians
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24. Vertical Prospect Plan C
Which vertical creates extended networking opportunities?
• Referrals are 18% less likely to churn than non-referred prospects
• Prospects are 4x more likely to buy when referred by someone they know (Nielsen)
• Find prospects that can refer you to other prospects
•Example: A family physician can refer you to their partners
(OB-GYN, Pediatricians, Cardiologists)
•Example: An orthodontist can refer you to other cosmetic dentists,
periodontists, and general practitioners
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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25. Use Eventbrite and Facebook to find events
in your target vertical and area
Find where leads are likely to converge
Look for events, trade shows, and
exposes that are happening in your area.
You want to collect email addresses
and contacts. LOTS of them.
Use the free audit tool
Choose only the events that will give you the opportunities to
network to the right people.
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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26. Attend events and offer value
Look for events, trade shows, and exposes that are happening in your area.
Giving something free can create recognition and promote engagement
• Bring your phone
• Install the Free audit plugin
• Give prospects a free audit of their website and their competitor’s website
• Collect e-mails faster than you can sell pancakes
• Show your web design portfolio and have your pre-printed SLAs ready
Show your web design portfolio and have your pre-printed SLAs ready
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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27. Make an Impression
Dress to match your audience
• Don’t suit up for a start-up community event
Bring a business card - have one made
Use an industry insider as your handshake (a common
connection)
•Have someone introduce you to your prospects
•82% success rate at getting a new prospect through
insider’s recommendation
Leverage your bragging rights
• Testimonials from clients
• Previous work done for your clients
You can get started by:
• Buying email lists
• Building your Client databases.
• Use tools (leads to a blog post about
prospecting for local leads, using tools
like haystack buzztack etc...()
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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28. Don’t rely on your prospects to
maintain the connection - it’s your
responsibility
Be there when your prospects are ready to buy
Remember: YOU have to initiate contact. You want them to buy from YOU and not the other way around.
Nurture the relationship
• Use the CRM so you never lose your prospects between the cracks
Prospect Scoring
• Who’s hot and who’s not
• Prioritize your prospects based on their readiness to buy
Multiple touches
• It takes many attempts to turn a prospect into a sales-ready lead
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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34. Invest in an e-mail distribution platform (Mailchimp)
Sending multiples of the same e-mail will make gmail algorithmically
perceive you as a spammer and may throttle your mailbox
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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35. Someone Responded, what do I do now?
•Contact your project manager for a pre-intake
assessment (it’s free as long as you are closing)
•Reply immediately to your prospect with a timeline and
an offer of 2 dates for an appointment
ALWAYS BOOK YOUR NEXT CALL
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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36. The Rule of the Scoreboard
• If you don’t look at the scoreboard, how do you know you’re winning?
Measure your performance:
• Open rates (Change the title of your e-mail, use the prospect’s name)
• Response rates (Create a better emotional charge in your message, less hard selling)
• Appointment rates (Offer more value, add more steps to the warming process)
• Close rates (Improve your salesmanship, go back to the Boost Your Business Webinars, practice your pitches in the mirror or
with a friend)
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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37. Pay attention to their pain points and
constantly provide solutions to these.
Be there when your prospects are ready to buy
Nurture the relationship
• Use the CRM so you never lose your prospects between the cracks
Multiple touches
• It takes many attempts to turn a prospect into a sales-ready lead.
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
bit.ly/call-sked
Your prospects are not just going to commit based on first
impressions alone.

38. Actionable Items to Do Right Now!
Attend events in your area
Prepare your site with the audit widget
Have a business card made
Prepare your web design portfolio and pre-print your SLAs
Find a cost effective e-mail delivery system
Use a Lead Score sheet
TOLL-FREE 1-800-250-6106 | US (415) 625-9700
UK (44) 203-769-7710 | AU (02) 8484-1116
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39. 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
info@seoreseller.com
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