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

CLICK, SNIP ‘N’ SAVE..for extra coupons visit us at www.baysidebulletin/clicksnipnsave.com.au

2 takeaway pizzas for the price of 1! Available 12/9/09-12/10/09 Mondays & Tuesdays only

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

BUY SIX CINNAMON DONUTS AND RECEIVE TWO OF OUR NEW GOURMET DONUTS FOR FREE (VALUE $3) Available 12/9/09-12/10/09

DONUT KING LOGO

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