the definitive salespeople script for … city.com citybot citygrid citymaps citysearch.com...
TRANSCRIPT
THE DEFINITIVESTREET LEVEL SALES
SCRIPT forSALESPEOPLE
George Leith Weekly Sales Webinar - THE DEFINITIVE STREET LEVEL SALES SCRIPT for SALESPEOPLE
George LeithVice President of Sales
306-955-5512 Main306-715-4664 Can Cell702-701-2556 US [email protected]
269B 3rd Ave. S.Saskatoon, Sk CanadaS7K 1M3
How to get the appointment
How to speak to the issues highlightedin the report
How to apply the reputation, listings data,social marketing, and mobilewebsite solutions to solve the clients issues
TALKTRACK for the SNAPSHOT REPORT
SALES CENTRALHot Leads are identified here, How fresh they are, Opened, Click Through,
Activity & Date and Assigned Rep
SALES CENTRALAccount Info & Sales Record
Recent Activity, Account Notes and Records allow for
follow up
Getting the Appointment“Hello [Mr Prospect], My name is [Your Name] with
[Partner Company]. We have prepared a seven page
report for your business with our cutting edge software
solutions. We have investigated your businesses Virtual
Doorway, and I have the verdict to share with you. We
monitor LISTINGS, REVIEWS, SOCIAL PROFILE and GIVE
YOUR WEBSITE A GRADE. Please call me back and we
can discuss this report at your convenience.
REPUTATIONConsumers
ControlThe
ConversationOnline
LISTINGS300 +
places you could be
found online
WEBSITEYourWeb
PresenceMust BeMobile
SOCIALNot A
“Nice To Have”It now is a
“Must Have”
FOUR PILLARS OF THE VIRTUAL DOORWAY
InterestPartner advertising:SEM, email/text marketing, display, print ads, radio, TV, loyalty programs, deals.
ResearchSearch engines, online reviews, ratings, relevant articles, word of mouth. The business’s reputation is what consumers say it is.
PurchaseIn-store experience: talked with salesperson in-store, read product brochure, tried sample product. The decision to purchase is made.
ExperiencePost-purchase experience: Facebook post, tweet, write review, discuss with friends, blog, Consumer compares expectations and reality.
ZERO MOMENT OF TRUTH
How To Find The NuggetsLet’s find out where the
NUGGETS are in the
Snapshot Report, and
how to speak to them.
These four major data providers are trusted to provide accurate business listing information to hundreds of sites including:
Search EnginesReview SitesSocial SitesGPS & Vehicle NavigationOnline Directories
33
[24]7 411.ca 411info Access Together Acura Addresses.com Admedia Advameg Advertise.com Advice.com Agero Aisle50 Alk Technologies Allpages.com AlterGeo Alteryx AmericanTowns.com Answers.com anywho.com AOL Apartmentfinders.com apartmentguide.com Apple Maps App.net AroundMe.com Ask.com AT&T ATD Austin Atlanta NewHomes AYO Technology-WebSite Alive B2Byellowpages.com bckyrd.com beachcalifornia.com Belo Best Of The Web Local Bing Biz Scrambler Blackberry BMW Boorah BrightData Bundle.com Business Directories of Texas BusinessSearch.com Care.com Cars.com Centzy.com ChaCha Search challama.com Chamberofcommerce.com Chewsy Chrysler City-data.com City.com CityBot Citygrid CityMaps Citysearch.com CloudMade Cloudy Clutch Shopping Comcast.net Search Consolidated Communications Contextuads.com Contractors.com CoPilot Cornerstone Group Coupon Sherpa CouponMap CrowdSpot Databanq DataSphere DDC Dealsplus Denso Dexknows Directory Avantar Dirxion DoctorWait.com Dogpile Dogtime Media Driverside Earthlink.com Eating Places Echoer Edmunds eGood eGumball Elocal eLocal Listing eMbience eServiceLog ezlocal.com EveryScape.com EZToUse.com Facebook.com Family Finds FeedMe fetchtoto.com Fieldforce First Street Live Fivestar Software Fizzlocal Focus Local Foodie Ford Foursquare Free411.com gapNsnap Gas Station Checker GenieKnows.com Getlisted.org GiftCards.com GM GoLocal247.com GoodInfo Google Groupon Gvidi Harman HelloMetro.com Herald.com Hibu Hineighbor.com Homeplete.com Homesandland.com Homestore Honda Hoodoyou Hostway Hotbot.com Hotfrog.com Houzz.com HTC Hyundai iGoLocal.com Indeed.com Infiniti InfoSpace.com Infutor Innova Electronics Insiderpages Intel Intelius Intellistrand InTheMO.com Intuit Jetpac JiWire Judy's Book Justclicklocal.com Keen.com KGB Kia KSL.com Kudzu.com Larky Lexis Nexis Lexus Likeness.com LivingSocial Local.com Localedge.com localpages Localscope Localsearch.com LodgeNet Looksmart.com Lumatic Magicyellow.com MakeItLocal MamaAlwaysSays MapMyRun MapQuest Menu pages MerchantCircle Metroland Publishing metropolist.com Microsoft (Bing) MidwestYP.com MindMeld Mobifind MojoPages.com MyCity MyCityWay.com MyCoupons.com Mylocalheadlines MyLocally mymove.com Mywebyellow Nara News-Gazette Nissan Nokia Nomao OnMedia OnStar Oomea Openlist.com Paradine patch.com Patriot Phonebook Pelopidas Picksie Pioneer Pioneer Directories Place of Mine PlaceIQ Planapple PlanetDiscover.com Pokitdok Porsche PowerProfiles PulseLA Radarfrog Radiate Media Radius Intelligence ReachLocal realtor.com Reply.com Restaurants.com RightWay RoadTrippers Rocket Fuel Saga Salespider.com Samsung Search Initiatives Searchbug.com SeccionAmarilla Seekitlocal.com Sense Network SEOmoz Shoptopia.com ShowMeLocal Smart Marketing Team Snoox Southern Directory Publishing (YPsouth) SpecialsAgent.com Speed Run SpeedSpot Spotcast spotlikes.com Spotzot Sprint Subaru SuperPages.com Surewest Switchboard.com TechnoCom Tele Atlas (TomTom) TeleNav Teleroute Therapists.com Theredbook.org Time Out New York Town Planner Toyota Trafficengine.net TravelShark Tribune Interactive TripAdvisor Trulia TruPro Twitter.com UpMeSocial.com Urban Mapping Urbanspoon usdirectory.com V-enable.com Vendasta Verizon Vernon Publishing VerveMobile.com Veveo Viewpoints Local VisiKard Voltari Walkable Restaurants WalkScore.com Walt Disney Weblocal.ca WeddingWire.com Where Inc. Whisper White Pages WhosCall Whowhere.com Why Wait Wimgo.com World Media xAd XO Group Yahoo Local Yellowbook.com Yellowbot Yellowmoxie.com Yellowone YellowPageCity.com Yellowpages.com Yellowusa.com Yellowzip.com Yelp YP Zenrin Zidster.com Zipcodez.com ZipLocal
309 sources and counting...
The Talk Track for Listing DistributionBe very careful to NOT use the term “CLEAN UP YOUR LISTINGS!” Listing
Distribution could take the entire year of the subscription to get the
accurate data populated to sources. We cannot control when the source
sites accept the data.
So the talk track should go as follows…
“Your listing distribution subscription ensures that your businesses correct
data is accepted by the BIG FOUR data providers, Factual, Acxiom, Neustar &
Infogroup. Then those four data providers push that correct data to the
over 300 places where a business should be listed online. The citations tab
in Listings provides a glimpse into the growth of those sources.”
Three scenarios for reviews.
123
No ReviewsNegative ReviewsHealthy Review Pipeline(they’re not managing)
Think of reviews as management tools.
Intelligence to run your business better.
Good ReviewsAccolades
Goal Setting
Bad ReviewsStaff TrainingPolicy Issues
Email daily alerts to up to 6 key members of your management team.
New Review Found!
Bob Simpson
Terri Simpson
Tom Benson
Body Shop Manager
Parts Manager
Operations Manager
FAQ SNAPSHOT
Prepare your sales reps to be ready with answers to the most frequently asked questions!
All of the answers and more can be found:https://support.vendasta.com/hc/en-us/sections/200484876-Sales-Tool
How do I view a snapshot report?How is the overall score calculated?How do I save my snapshot report to view it again?How quickly can I get started?How quickly can I improve my score?
Some Comments From Sales Teams
“The clients have been calling in to speak with the sales reps, they’re
very interested to know why they’ve been sent this report and what it
means”
Some Comments From Sales Teams
“They have more confidence in following up… it doesn’t feel like a cold call - feel like they
have something relevant to talk to them about”
Nick Hadley, Digital Sales Manager, KC Star Newspaper
“It was a great way to start a digital conversation.”
Now you can sell to the prospect
Everyone on the call today receives 50 free
SNAPSHOTS with MAST 10x
SALES TEAMS
Blair AntonSales Manager -Premium Team Lead
Lorie WilmsSenior Account Executive
Song RattanavongSales Manager -Brands Specialist
PREMIUMPARTNERTEAM
Todd RobertsAccount Executive
Jeff DavisAccount Executive
Richard SeawardAccount Executive
ENTERPRISESALES TEAM
Justin BaibyAccount Executive
Ryan DelaetAccount Executive
BUSINESS & SALES DEVELOPMENT
Jacqueline CookDirector of Business Development & Alliances
Amy GillBusiness DevelopmentSpecialist
Mandi BrownSales DevelopmentManager
George Leith Weekly Sales Webinar - THE DEFINITIVE STREET LEVEL SALES SCRIPT for SALESPEOPLE
George LeithVice President of Sales
306-955-5512 Main306-715-4664 Can Cell702-701-2556 US [email protected]
269B 3rd Ave. S.Saskatoon, Sk CanadaS7K 1M3