Jerry McGuire Guide to Digital Sales

Jerr
y M
tiona cGuir
Tradi
l&D e G
igital uide
to Inc to D
Tools
rease igita
Onlin l Sa
e Res
ults
les

Thursday, October 15, 2009

ake
t’s T oll
Le k P
uic
A Q

How many people here
are at least generally
familiar with online
marketing?


What’s the difference?

Sales?
Marketing?
Advertising?

Meet & greet with
Networking Strategy
Building Awareness

Reaching out with
Share Knowledge
Direct Outreach
Engage
Use good results with
Sale Referral Strategy
Follow We get results
Web & Social Strategy


What can Jerry
Teach Us?

What do they mean when they say

Show Me The Money....



Are you treating me
like a statistic?




Are you building a good
client relationship?

Are you treating me
like a statistic?




Are you building a good
client relationship?

Wrapp ed around the customer?
Are you treating me
like a statistic?



Jerry says..
It’s Not All
About Marketing
We live in a online marketing
and social media world but are
you getting the optimal results?


Authenticity


Flexibility


Do you customers feel like you
Step Over Them
while looking at marketing?


The things you build should be inspired by the
people who use them. But sometimes this can
be a challenge. Most of the time we get so
wrapped up in the “obvious results” we see
individuals as numbers on a spreadsheet.
Those “numbers” represent unique people.
What do they really want?


Some Myths
common urban legends

How do urban legends start?


First Myth:
SEO, PPC & Email Marketing
are all I need to worry about online....


Keyword Research Build Ad Creative

Build Site Properly Build Links To Site

Optimize Pages Track Conversions


can Geico really save me money?

Keyword Research Build Ad Creative

Build Site Properly Build Links To Site

Optimize Pages Track Conversions


What can be
done outside of
the ordinary?


Second Myth:
if I do a great job marketing
that’s enough to close the deal


What do you mean when you say

Help Me Help You...



Do as I say?

Help Me Help You...



Do as I say?

I’m not interested in your story

Help Me Help You...



Do as I say?

I’m not interested in your story

er?
Wrapped around the custom

Help Me Help You...


Pain Points Aren’t Solved
with Calls To Action

Help Me. Help You.

Click Here Please


Third Myth:
people don’t respond
to traditional sales techniques


Authentic
relationships are sales too.

More realization than myth
you mean it’s not magic?
I might have to do more?


CAUTION AHEAD
Some things we think about the tools and
marketing can support a tendency to not
support the sales process.


Sometimes we expect
too much from prospects

If th
e pro
spec ’t like
under
stoo t
Peop le don
t
d the ld bu
propo
sition to be so .
o buy
woul he love t
dn’t
have they
sold. to be r
He w itome
come ould
Jef frey G
to bu
y. 1989
John
Patte
rson
1889


We get results
but it could be better


Jerry says..
Build Strong
Relationships
In this economy the effect of
marketing is multiplied by
strong client relationships


How did Jerry
make this
transition?

Money
ow Me The
Sh

Ambassado
r of Quan


Tools will
never replace
a genuine
PPC

?
relationship

SEO
Social Media
Email Referrals
Email

Just because
Trust Barrier

you build it
doesn’t mean
they will


I’ll help you
Conﬁdante

I’ll Refer you
I’ll Try it Advocate
Customer
I trust you
Why you? Client
Prospect

Who are you?
Trust Barrier

Suspect


Jerry says..
Have A Story
That Resonants
Learn who the customers are
and where you can ﬁnd and
connect with them.


who
is your target audience?

what

are their needs and desires?

how
can you solve them?

when & where
are your opportunities to provide value?


Jerry says..
Understand
The Entry Points
People won’t always buy the
ﬁrst time you talk with them.
You should have other offers


What do they want?

Inquire

Oﬀer Show
Prove your value
Offer a solution


Jerry says..
Get Your Sales
Process Down


Be in the relationship
before the sale

Lead Opportunity Sale


PPC

SEO

Email

BYS

Follow-up Threshold

Follow-up Emails & Correspondence

Drip Campaigns & Knowledge Sharing

Client Trackig

Accounting/Project Threshold


Jerry says..
Understand The
Lifetime Value


Find ways to use technology to
ENGAGE CLIENTS
in a meaningful way throughout the
ENTIRE LIFETIME
of the relationship


Thanks Again!
Kelsey Ruger

http://www.twitter.com/themoleskin
http://www.linkedin.com/in/kelseyruger
http://www.themoleskin.com
kelsey@themoleskin.com


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