Selling Online ProductYourguide
Commercial & In Confidence-ARP-National Learning & Development-Online-Regional-20.07.2010
Web Conferencing & Teleconferencing Etiquette
• Phones off please
• Stay on agenda
• Try not to speak over other people
• The “Raise Hand” icon is great to manage this
Listen
Our Customers are vital
Unless we give them exactly what they need, they, in time will go elsewhere
Allan Browne CEO
Purpose• To commence the next stage in our intention to Sell Online Product offerings in
combination with our Local Publications
Process• Pre Training Preparation Task• Facilitated Discussion• Web Based Learning• Post Training Assessment + Follow Up Session
Payoff• Revenue – Targets - Commission• Customer Service Focus • Use Online to slow competitor growth in Regional Markets• Professional Development
Program & Trainer Introduction
Training & Development Update• New Trainers - New Staff - Resources• Investing in supporting our Sales Teams and more to come• Online Resources – Where to find them – Intranet
Program Overview• Red Back
NEXTPost Training Assessment
Study – Self Directed Learning
Create an Online strategy for your office
Add more Online Products to your-Recommendations
WHATThe Online Sites
ProductsProcess
Fulfillment- ContractsValue Proposition
Performance – Stats & ReportsSales Kit
HOWPrepare for Success – Practical TipsIdentify Quick Wins - Client ListThink Outside the SquarePresent Print & Online Product OptionsMake Recommendations
WHYCustomers are Vital
Customer Service FocusRevenue – Target - Commission
Professional DevelopmentCompetitor Protection
Prepare for Success – Practical TipsYourguide
• Identify the quick wins – Client List
• Think Outside the Square
• Present Print and Online Options
• Make Print and Online Product Recommendations
• What will the Client get out of buying it = VALUE
Identify Quick Wins - Client ListYourguide
• Who will buy immediately• Which of your Clients will benefit from an Online addition to their
Advertising• Consider Clients who may have cancelled or reduced spend in the
last 2 to 3 years• New Customers• Use the www.whitepages.com.au online site to do a quick name search
SALES TIP: If your client’s listing in White Pages is bold or has any color/logo email or weblink ….. they are paying for it.This means they see value in Online spend
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DOMINOS LOGO
WIN 1 of 5 $100 vouchers to spend with one of our advertisers!Enter online at www.baysidebulletin.com.au
FAST FOOD LOGO
10% OFF a family feast chicken meal plus 2 L of Coke for only $2 (2 per customer) Available 12/9/09-12/10/09
DOUBLE THE TASTE FOR HALF THE PRICE AT COLD ROCK ICECREAMERY! Available 12/9/09-12/10/09
Buy a double cone for theprice of a single cone(add ins not included) COLD ROCK LOGO
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MUFFIN BREAK LOGO
FREE coffee with every muffin purchased Available 12/9/09-12/10/09
Upsize me! Pay for a regular smoothie
and you get a FREEupgrade to a large smoothie
at no extra cost Available 12/9/09-12/10/09
BOOST JUICE LOGO
On presentation of this coupon
On presentation of this coupon
On presentation of this coupon
On presentation of this coupon
On presentation of this coupon
On presentation of this coupon
Think Outside the Square Yourguide
New Customers are perfect for Buttons• Florists• Equipment Hire• Plumbers – Hot Water• Locksmiths• Air Conditioning• Beauty
SALES TIP: Use the www.yellowpages.com.au online site to see what industries are spending and where the spend is in your Local Area
Not Real Estate Agents or
Car Dealers!
Customer’s ad in Print + their Button
+
Present Print & Online Product Options Yourguide
Mr or Mrs Client
… are you aware that I can now promote your Goods and Services on our publication website as well
… it makes sense to get your message in front of our growing number of Online audience
Make Print and Online Product Recommendations
Mr or Mrs Client
… this year I recommend that we promote your Products and
Services on our publication website as well
… I really want to get you online as well this year. That way you can
reach ALL your potential Customers. Is that OK
Help your Advertisers Target a Different Audience
• Local people who ONLY use the Internet
• Local people who use both Print & Online
• Travelling Sales people
• Travellers (Domestic & International)
• People who are searching from areas outside the Local area
• Grey Nomads (retirees in expensive Motor Homes with laptops)
How do we find out exactly what our Customers Need in Print and
Online?
Ask Great Questions
NEXTPost Training Assessment
Study – Self Directed Learning
Create an Online strategy for your office
Add more Online Products to your-Recommendations
WHATThe Online Sites
ProductsProcess
Fulfillment- ContractsValue Proposition
Performance – Stats & ReportsSales Kit
HOWPrepare for Success – Practical TipsIdentify Quick Wins - Client ListThink Outside the SquarePresent Print & Online Product OptionsMake Recommendations
WHYCustomers are Vital
Customer Service FocusRevenue – Target - Commission
Professional DevelopmentCompetitor Protection
Where to NEXT
• Post Training Assessment
• Add more Online Products to your
recommendations
• What you can Expect from the Training Team
• Share your wins – Let us know