1. Over My Shoulder Training

2. Where is Training Posted? Local Training Academy – http://localtrainingacademy.com/fullfillment/over -my-shoulder-training/ http://localtrainingacademy.com/fullfillment/over -my-shoulder-training/ Local Foot In The Door – http://localfootinthedoor.com/getting- started/bonuses/over-my-shoulder-training/ http://localfootinthedoor.com/getting- started/bonuses/over-my-shoulder-training/

3. Over My Shoulder Training Week 1 – How do I conduct the initial interview with the prospect? – What tools do we use to determine what they need? – Creating the proposal – Determining price

4. Prior To First Contact Research Ranking Research Website Research Keywords Research Social Media In-depth Video In Members Area

5. Initial Interview - Consultative Selling Don'ts – Do NOT tell them what you found in your research until you have talked with them about what they want – Do NOT talk price on the first interview Do’s – Questions to Ask – What are your current online marketing efforts? – Why are you looking to make a change? – What is your USP? – What do you think your prospects would key into the search engines to find you? – What criteria do you use when selecting an internet marketing company? – What is your budget?

6. Review For Clarification Take good notes – Read back to them what they stated about their objectives Tell them you did some research and this is what you found – Point out anything that does not align with their objectives – If you ran an SEO report – review it with them but do not leave with them Schedule a time to return with a proposal

7. The Proposal Review the current state of affairs and how it does not align with their objectives Break down the proposal into areas you plan to address Review the keyword stats for the keywords they want to rank for – point out any words that may be better If you are not using their keyword, explain why

8. The Proposal Cont’d If there are items NOT included in the proposal – make it clear Give a price for each area covered – Some may want a lump sum which is ok Explain what you can do for them on a monthly basis and the price State clearly what it will take to get started Give examples of your work (optional) State payment expectations clearly (deposits, and when final payment is due

9. Handle Objections When an objective is raised, always say: “Is that important to you?” There will be people who are simply trying to trip you up If you break down the price, they may want part but not all of the services. Be prepared to explain why that is a bad idea – be ready to repeat their objectives back to them in a positive way

10. Pricing This will vary based on: – The area of the country – large city vs. small – Competitiveness of the market – Objectives of the business General rule of thumb – Estimate your costs – Double the estimate – Add your profit margin

11. Considerations With Pricing Who is providing the content? – You – higher price – Them – emphasize importance of timeliness Who is providing images/photos? How many keywords are they going after? How competitive is the marketplace? Is there residual income or is this a one-off? How hungry are you?

12. Example of Pricing Website design – 5-7 page website – we provide the content – Develop plan for outsourcer 2 hours x $25/hr – Outsource design 30 hours x $4/hr – Outsource content creation 14 hours x $5/hr – Proof of content 4 hours x $13/hour – Review of website 3 hours x $25/hr – Communicate with client 5 hours $25/hr – Total cost = $492 * 2 = $ 984 x 50% profit margin – Total price $1,476.00

13. Examples of Pricing Search Engines and Citations – Search engines - 4 hours x $25 – 40 Citations - 8 hours x $4 – Total $132 – Double $264 – Markup 50% = $396

14. Questions? sue@businesstrainingteam.com Sue White

15. Over My Shoulder Training Week 2 – Setting client expectations – Initial setup of client What do you need from the client We will share an intake form that we use – Tracking the steps What are the steps that need to be done Who does what Simple project management