PowerPoint Presentation - maWebCentersw.mawebcenters.com/sgunfranchisetraining/WebCenters/WCT...SEO Submit on your own or $6,400/mo. adwords CRM $1,408/user/month – (Microsoft Dynamic)

8/17/2016

1

ADVANCED SELLING & NETWORKING[ ]W EBCENTER CERTIF ICATION TRAINING 201

TURN CELL PHONES OFF

NO VIDEO OR AUDIO TAPING

o Please write them down

o Hold them till we finish a section

o If terminology is being used thatyou don’t understand, raise yourhand and we’ll rephrase what’sbeing said

QUESTIONS?

HOUSEKEEPING

Download documentswww.unfranchisetraining.com

www.mawc411.com

WebCentersGetting Started Guide

WCT 101 Handout

A “3” indicates that the graded item met your expectations

Class President will collect the evaluations give the sealed envelope to the trainer to be sent in

Comments are confidential, but any comments you wish to pass on, should be writtenin the “Trainer Evaluation” area

Constructive criticism is encouraged, it helps us all improve

Please make comments

Please comment about any “1” or “5” that are given

Please only use 1 through 5

“0”, “6” or anything outside this range will be ignored

Please make sure to fill out both top and bottom areas on the form

FILL OUT AT THE END OF THE CLASS

TRAINER EVALUATIONS

8/17/2016

2

WHAT TO EXPECT TODAY

STRATEGIC PLANNING

SMART Goals

Tools to Stay Organized

12 Week Action Plan

ATTITUDE & KNOWLEDGE

Overcoming Consumer Confusion

Digital Products

Building Value with Clients

Sales Resources

15 Minute Consultations

8/17/2016

3

RETAILING

Expanding Leads

Networking Approach

Handling Objections

Networking in Cold Markets

Centers of Influence

Confirmations & Follow Up

CALL WORKSHOP

SOCIAL SEARCH WORKSHOP

WEBCENTER TECH

Reports

Domains and Email

Marketing Materials

Email Marketing

Conducting Appointments

BUSINESS BUILDING

Building Share of Customer

B2B Services

Internship

Recruiting Professionals

Leading Accountability Groups

8/17/2016

4

ACTION PLAN & QUESTIONS

WRAP UP OF THE DAY

ACTION PLAN FOR GETTING TO WORK

QUESTIONS & ANSWERS

STRATEGIC PLANNING

o SMART Goalso Tools to Stay Organizedo 12 Week Action Plano CRM: Customer Relationship Management

SMART GOALS DEMONSTRATE BELIEF

BELIEF DICTATES ACTIONS

ACTIONS DICTATE RESULTS

SMART GOALS ARE REALIZED.

8/17/2016

5

What You WantWhen You

Want It

What You Will Give Up Or Overcome

Detailed Plan to Get There

Write It Out and Read Twice/ Day

S M A R TYOU MUST DECIDE…

SPECIFIC MEASURABLE ATTAINABLE REALISTIC TIMELY

YOU PROBABLY SET SOME GOALS IN THE PAST

WHAT CAN YOU DO TO HAVE A BETTER SHOT AT SUCCESS?

DID YOU HIT THEM?

WHY OR WHY NOT?

IT’S TIME FOR

GOAL REVISION!

WHY?WHAT GETS PLANNED, GETS DONE!

TO MAKE THE MOST OF YOUR TIME “ON”

TO ENJOY YOUR “TIME OFF”

TO ACHIEVE THE GOALS YOU SET

YOUR GOALS CHANGE

8/17/2016

6

PERSONAL FAMILY

BUSINESS RETAIL(WEBCENTER)

CONTINUOUSLY ASSESS

• PERSONAL GOALS• FAMILY GOALS

By Setting “Business and Retail Goals” you pay for your “Personal and Family Goals”

How do these goals change over time?

OBJECTIVE

DETERMINE NEW TARGETS AND GOALS ACCOUNTABILITY AND TRANSPARENCY ARE CRITICAL.

QUARTERLY GOAL SETTING

POSITIVE GROWTH HAPPENS WHEN WE

MEASURE

MONITOR

ADJUST

CONTROL

8/17/2016

7

IT ALSO KEEPS US ORGANIZED FOR OPTIMIZED FOLLOW UP!

BY BEING TRANSPARENT, WE CAN HAVE A CLEAR VIEW OF OUR ACTIONS AS IT RELATES TO OUR GOALS.

LET’S TAKE A LOOK AT SOME OF THE TOOLS YOU HAVE TO STAY ORGANIZED AND ACCOUNTABLE

Whether you are using an actual book, mobile phone or tablet, have it on you!

Know all upcoming GMTSS events(This way when you are prospecting, you have a place to send your prospect)

Pick one night per week to show the plan (HBP, UBP , Webinar etc.)

Circle times each day that you will dedicate to reaching out to website prospects. (About 15 minutes)APPOINTMENT BOOK

CHARTS TO TRACK:

LEAD GENERATION

SHARE OF CUSTOMER

PROSPECTING & RECRUITING

TOOL TO STAY ORGANIZED: GETTING STARTED GUIDE

8/17/2016

8

DOWNLOAD ON MAWC411.COM

WEEKLY EXERCISES

MAKE THE COMMITMENT

TOOL TO STAY ORGANIZED: THE 12 WEEK ACTION PLAN

RESOURCES• Tools to get started• WCO Support• Sales Support

12- WEEK CURRICULUM• Short video on mawc411.com• Weekly Exercises• Follow Up

ASSESSMENT• Progress • Results• Revision

USING THE 12 WEEK ACTION PLAN: CONTENTS

USING THE 12 WEEK ACTION PLAN: WEEKLY TASKS

WEEKLY TASKS FUEL YOUR DAILY TASKSDESIGNED TO INCREASE THE AMOUNT & QUALITY OF YOUR LEADS

8/17/2016

9

TOOLS TO STAY ORGANIZED: CRM CUSTOMER RELATIONSHIP MANAGEMENT: NOTES ON CONTACTS

CLICK “CUSTOMER MANAGER”, THEN CHOOSE “CONTACTS”CREATE A PROFILE SHEET FOR THAT PROSPECT, CLIENT OR CONTACT

TOOLS TO STAY ORGANIZED: CRM CUSTOMER RELATIONSHIP MANAGEMENT: NOTES ON CONTACTS

CONTACTS CAN BE ASSIGNED TO GROUPSKEEP TIME-STAMPED NOTES ON EACH OF YOUR CONTACTS

STRATEGIC PLANNING

WHAT GETS PLANNED, GETS DONE!

DECIDE

What You Want: To Live, To Love, To Learn, To Leave a Legacy DETERMINE

How Your Business and WebCenter Goals Can

Help You Achieve Those Personal and Family Goals!

MEASUREABLECalculate What Your Personal &

Family Goals Will Cost

DETERMINE & ASSESSan Action Plan to Achieve Your Business and WebCenter Goals

BE PREPAREDwith your Organizational Tools to

Stay on Track, Keep You Transparent, and Keep You

Accountable as you Work Toward the Goals

8/17/2016

10

ATTITUDE AND KNOWLEDGE

o Overcoming Consumer Confusiono Digital Products o Building Value with Clientso Sales Resourceso 15 Minute Consultations

BUSINESS OWNERS KNOW THEY NEED A WEBSITEBUT… THEY ALSO NEED

RESPONSIVE DESIGN

SOCIAL MEDIA

VISIBILITY ON GOOGLE

EMAILS, DOMAINS

EMAIL CAMPAIGNS

ABILITY TO MAKE CHANGES

ECOMMERCE

ANALYTICS

SECURE HOSTING

SUPPORT

THEY ALSO HAVE MANY OPTIONS TO GET IT

TRADITIONAL

DO IT YOURSELF

DISCOUNT PROVIDER

PRINT COMPANY

FRIEND OR FAMILY

WAIT

8/17/2016

11

PROFESSIONAL AFFORDABLE

EASY TO MAINTAIN

ALL-INCLUSIVE

SECURE SUPPORTED

A PARTNERSHIP

WE OFFER SOLUTIONS THAT ARE:

OUR SOLUTION VS. OTHER SOLUTIONSIT’S IMPORTANT TO COMPARE APPLES TO APPLES

WebSolutions

One Time Cost

Included

Included

Included

Included

Included

Included

Included

Included

Included

Included

Product Feature

Website Setup

Hosting

Email

Email Marketing

Social Media

Mobile Website

Statistics

SEO Tools

CRM

Security

Support

GoDaddy

One Time Cost

$$$

$$$

$$$

$$$

$$$

$$$

$$$

$$$

$$$

$$$

Traditional

One Time Cost

$$$

$$$

$$$

$$$

$$$

$$$

$$$

$$$

$$$

$$$

Print Company

One Time Cost

$$$

$$$

$$$

$$$

$$$

$$$

$$$

$$$

$$$

$$$

Pros Cons

Professional layout and designCost prohibitive – design costs are 2 to 5 times more

expense than maWebCenters

Nothing to learn (software, HTML programming, etc)

Hosting is an additional cost and in many cases needs to be secured separately by the SMB

Web site is maintained by the development company

Changes and additional features cost extra:Hourly rate for changes are more than 1 month membership

with MAWCe-commerce, CMS, etc, all extra costs

Web site is “under construction” while being developed and when changes need to be made

Web site changes are dependent on the development company’s time schedule & queue

TRADITIONAL DEVELOPMENT COMPANY

8/17/2016

12

TYPICAL COST OF TRADITIONAL WEB COMPANY

NEED US/MX/CN/AU (USD)

Basic Web Design $3,000

Hosting / Email $120/year

Email Marketing $15-$75/month

Social Media Paid support only

Mobile $800 setup fee

eCommerce $1,000 (50 products)

Statistics Install analytics on own

Updates to Site $50-$200/hour1 per month = $600/yr.

SEO Submit on your own or$200/mo. adwords

CRM $44/user/month (Microsoft Dynamic)

Security Questionable local host

Support Not included

TRADITIONAL WEB COMPANIES US/MX/CAN/AU (USD)

INITIAL COST: Basic 5 page siteecommerceMobile/ ResponsiveTOTAL

YEARLY:Hosting and EmailEmail MarketingChanges to SiteCRMSEOTOTAL

INITIAL COST:$3,000$1,000 $800$4800

YEARLY:$120 $360$600 $528 $1200 $2,808


NEED TW (TWD)


Hosting / Email $3,840/year

Email Marketing $480 - $2,400/month


Mobile $25,600 setup fee



Updates to Site $1,600 -$6,400/hour1 per mo. = $19,200/yr.

SEO Submit on your own or$6,400/mo. adwords

CRM $1,408/user/month –(Microsoft Dynamic)



TRADITIONAL WEB COMPANIES TW (TWD)



INITIAL COST:$96,000$32,000$25,600$153,600

YEARLY:$3,840$15,360$19,200 $16,896 $38,400 $93,696


NEED HK (HKD)


Hosting / Email $936/year

Email Marketing $117-$585/month


Mobile $6,240 setup fee



Updates to Site $390-$1,560/hourI per mo.=$4,800/yr.

SEO Submit on your own or $1,560/mo. adwords

CRM $344/user/month(Microsoft Dynamic)



TRADITIONAL WEB COMPANIES HK (HKD)



INITIAL COST:$23,400$7,800$6,240$37,440

YEARLY:$936$2,808$4,680 $4,095 $9,360 $17,199

8/17/2016

13


NEED ES (EUR)

Basic Web Design €2,670

Hosting / Email €107

Email Marketing €13 - €67


Mobile €712

eCommerce €890


Updates to Site €45- €178/hour1 per month= €534/yr.

SEO Submit on your own or€89/mo. adwords

CRM €89/user/month(Microsoft dynamic



TRADITIONAL WEB COMPANIES UK (GBP)



INITIAL COST:£1,860£620£496£2,976

YEARLY:£74 £223£372£327£744£1,413


NEED UK (GBP)

Basic Web Design £1,860

Hosting / Email £75/year

Email Marketing £10- £47/month


Mobile £496

eCommerce £620


Updates to Site £31-£124/hour1 per month= £372

SEO Submit on your own or £62/mo. adwords

CRM £27/user/month(Microsoft dynamic)



TRADITIONAL WEB COMPANIES ES (EUR)



INITIAL COST:€2,670€890 €712€4,272

YEARLY:€107€320€534€470€1,068€2,499

Do it Yourself: Dreamweaver, HTML etc.

Pros Cons

Business Owner controls the Web siteNeed to have knowledge, or learn HTML or the

software package being used on their own

Possibly some initial cost savings Professional look and feel is questionable

Must locate, evaluate, and pay for a hosting company on their own

No support for anything they don’t understand how to accomplish

Extremely time consuming

DO IT YOURSELF

8/17/2016

14

BUSINESS OWNERS CAN PURCHASE AND USE ADOBE SUITE TO CREATE A WEBSITE.

OPTION TO LEARN CREATIVE SUITE

FORUMS Read through online communities

to learn how to use it

COLLEGE COURSE Pay for a class and invest the time to learn

1 Semester or 30 hour Master classes

8/17/2016

15

TYPICAL COST TO DO IT YOURSELF

DO IT YOURSELF US/MX/CAN/AU (USD)

INITIAL COST: Adobe Creative SuiteecommerceMobileCourse to LearnTimeTOTAL


INITIAL COST:$1,299$1,000 $800$525$900$3,624

YEARLY:$120 $360$600 $528 $1200 $2,808


DO IT YOURSELF TW(TWD)



INITIAL COST:$41,568$32,000$25,600$16,800$28,800$144,768

YEARLY:$3,840$15,360$19,200 $16,896 $38,400 $93,696


DO IT YOURSELF

HK(HKD)



INITIAL COST:$10,132$7,800$6,240$ 4,095$7,020$35,287

YEARLY:$936$2,808$4,680 $4,095 $9,360 $21,879

8/17/2016

16


DO IT YOURSELF UK(GBP)



INITIAL COST:£805£620£496£325£540£2,786

YEARLY:£74 £223£372£327£744£1,414


DO IT YOURSELF ES (EUR)



INITIAL COST:€1,156€890 €712€467€1,080€4,305

YEARLY:€107€320€534€470€1,068€2,499

PROS CONS

Inexpensive, minimal start up costs for a one or two page non-ecommerce site

Either, need to know or learn HTML/Dreamweaver, or use their built in system and your site looks like everyone else's

Business can get a Web site up and running very quickly

Additional functionality costs substantially more,. Everything costs extra!

The amount of traffic the SMB’s Website can receive is capped and the site can be “turned off” once that cap is

reached or the SMB gets charged “overages”

Extremely limited support and support options outside of their pay-for-service options

Extremely time consuming and confusing

DISCOUNT HOSTING PROVIDER

8/17/2016

17

Are we really to believe that Go Daddy gives you everything you need for just a few bucks per a month? Think about where you heard of these companies – TV, Radio, Paid Ads online, Nascar, Billboards etc. Those things cost $$$$

Discount Hosting Providers:”GoDaddy, 1&1, WordPress etc.

DISCOUNT HOSTING PROVIDERS

Monthly $$$ Monthly $$$ Monthly $$$ Monthly $$$



DISCOUNT HOSTING PROVIDERS

ECOMMERCE IS AN ADDITIONAL COST AND IT GOES UP AFTER THE 1ST YEAR!

8/17/2016

18

EVERYTHING IS EXTRA. WANT EMAIL? EACH ONE IS ADDITIONAL MONTHLY CHARGE!

WHICH WOULD YOU RATHER? 1 & 1 “CUSTOMER EXAMPLES”

OR maWebCenters DESIGN CENTER?

WEBSITES WITH WATERMARKS ARE NOT A PROFESSIONAL SOLUTION.

TEMPLATES VS. FULLY CUSTOMIZABLE

SLOWS DOWN AND CRASHES COMPUTERS

THEIR “SUPPORT”THEIR “FREE WEBSITES

8/17/2016

19

TYPICAL COST DISCOUNT HOSTING PROVIDER

DISCOUNT HOSTING PROVIDERS US/MX/CAN/AU (USD)

INITIAL COST:Basic DesignTOTAL

YEARLY:HostingEmail MarketingBusiness & Marketing Productivity Management/ Security TOTAL

INITIAL COST:$500$500

YEARLY:$120 $360 $983$548 $420 $2,431


DISCOUNT HOSTING PROVIDERS TW (TWD)



INITIAL COST:$16,200$16,200

YEARLY:$3,840$11,520$12,288$17,536$13,440$58,624


DISCOUNT HOSTING PROVIDERS HK (HKD)



INITIAL COST:$3,900$3,900

YEARLY:$936$2,808 $7,667$4,274 $3,276 $18,961

8/17/2016

20


DISCOUNT HOSTING PROVIDERSUK(GBP)



INITIAL COST:£310£310

YEARLY:£74 £223£610£340£260£1,507


DISCOUNT HOSTING PROVIDERS ES (EUR)



INITIAL COST:€445€445

YEARLY:€107€320€875€488€374€2,164

PROS CONS

Industry specific templates available. Little, if any, control to update your website.

Business can get a Web site up and running very quickly

“Free websites” are tied into obligated SEO packages and advertising with high monthly minimums.

If you stop your advertising, you lose your website.

Language barriers with “Designers of the website” due to outsourcing in foreign countries.

Everything you need is a la carte and increases your monthly billing. Some companies even increase monthly bill when

you add pages to your site!

PRINT COMPANY

8/17/2016

21

TYPICAL COST PRINT COMPANY

PRINT COMPANY US/MX/CAN/AU (USD)

INITIAL COST:Free TemplateTOTAL

YEARLY:Hosting & EmailEmail MarketingPer Page / Per YearCRMSEO Minimum AnnualTOTAL

INITIAL COST:$0$0

YEARLY:$120 $360$300$528$3,600$4,908


PRINT COMPANY TW



INITIAL COST:$0$0

YEARLY:$3,840$11,520$9,600$16,800$115,200$156,960


PRINT COMPANY HK



INITIAL COST:$0$0

YEARLY:$936$2,808 $4,118$2,340$28,080$38,382

8/17/2016

22


PRINT COMPANY UK



INITIAL COST:£0£0

YEARLY:£74 £223£186£327£2,232£3.042


PRINT COMPANY ES



INITIAL COST:€0€0

YEARLY:€107€320€267€467€3,204€4,365

Print Companies

Traditional Web Company

INITIAL: $4,808YEARLY: $2,808

Do it Yourself

Discount Hosting Provider

THE CHOICE IS SIMPLE (USD)

INITIAL: $0YEARLY: $4,908



INITIAL: $1,499YEARLY: $720

ALL INCLUSIVE

PROFESSIONAL

AFFORDABLE

SIMPLE

SUPPORTED

AUTOMATICALLY UPGRADED

8/17/2016

23

Print Companies



Do it Yourself


THE CHOICE IS SIMPLE (TW)





ALL INCLUSIVE

PROFESSIONAL

AFFORDABLE

SIMPLE

SUPPORTED


Print Companies



Do it Yourself


THE CHOICE IS SIMPLE (HK)





ALL INCLUSIVE

PROFESSIONAL

AFFORDABLE

SIMPLE

SUPPORTED


Print Companies


INITIAL: £2,976YEARLY: £1,413

Do it Yourself


THE CHOICE IS SIMPLE (UK)

INITIAL: £0YEARLY: £3,042

INITIAL: £2,786YEARLY: £1,414

INITIAL: £310YEARLY: £1,507

INITIAL: £930YEARLY: £436

ALL INCLUSIVE

PROFESSIONAL

AFFORDABLE

SIMPLE

SUPPORTED


8/17/2016

24

Print Companies


INITIAL: €4,272YEARLY: €2,499

Do it Yourself


THE CHOICE IS SIMPLE (ES)

INITIAL: €0YEARLY: €4,365

INITIAL: €4,305YEARLY: €2,499

INITIAL: €445YEARLY: €2,2164

INITIAL: €1,330YEARLY: €630

ALL INCLUSIVE

PROFESSIONAL

AFFORDABLE

SIMPLE

SUPPORTED


RESOURCES TO OVERCOME CONSUMER CONFUSIONWWW.MAWC411.COM

DOWNLOADWWW.MAWC411.COM

FLYERS & INFOGRAPHICSBUILDS VALUE IN OUR PRODUCT

B2B SERVICES CATALOGHIGHLIGHTS ALL BUSINESS TO BUSINESS SERVICES WE OFFER AS A COMPANY CODE:

PURCHASE (PACK OF 5)

DIGITAL, SOCIAL & WEB MANAGEMENT PRODUCTS

KNOW WHAT WE HAVE TO TAILOR YOUR CONVERSATIONS

8/17/2016

25

WEBSOLUTIONS

THE ULTIMATE ONLINE STRATEGY

At the core of our solution we put all of the technology necessary to develop a high-end Internet solution at your fingertips. It is all Web-based, and that means no software to download, install, update or renew each year.

LISTEN:

• Is your prospect in the market for a better website solution?

• Do they want more support?

• Do they need simplicity?

WEB MANAGEMENT

MONTHLY MEMBERSHIPIncludes hosting, emails, unlimited technical support editing their website and using the marketing tools and unlimited upgrades to the platform.

MANAGED MONTHLY MEMBERSHIPIncludes everything that comes in monthly membership plus up to 10 hours/month of editing and content management. Free premium responsive layout every year.

LISTEN:• Do they want to save time or money?• Do they have the resources to manage their

own site?• Do they want Content Writing?• Do they want to host a WordPress blog?

DESIGN CENTERClients have a variety of options for getting their website designed. The layout of the website along with your site’s content are critical to help you establish an effective Internet presence.

All of our design packages are designed inside the editable maWebCenters platform so you have the flexibility to maintain your content or add more pages in the future.

LISTEN:• Do they want to design themselves?

• Would they prefer us to do it for them?

DESIGN OPTIONS

8/17/2016

26

LOCAL AND REGIONAL SEO Search Engine Optimization, ensures your business ranks high on search engines like Google and Yahoo when a consumer is looking for a specific product or service.

We’ll discuss your desired goals related to your website, the geographic areas you wish to reach, and the demographics of your desired customer. We conduct SEO tasks related to site keywords, page titles, headings, page descriptions, and many more ways to make you stand out from the crowd.

LISTEN:• Is their site showing up in Search?

• Are they ranking against their competition?

SEO

GOOGLE ADWORDSSearch engine giant Google offers its paid AdWords service to businesses who wish to enhance their Internet marketing efforts.

Our SEO specialists will guide you through the AdWords process, taking care of subjects like account creation, campaigns, budgets, networks, mobile device targeting, geographical targeting and much much more.

LISTEN:• Who does their Adwords?

• Do they need quick results?

• Do they have a great site but just need help marketing it?

GOOGLE ADWORDS

FACEBOOK ADVERTISINGBillions of people are on Facebook, so you can be sure that we’ll find you an audience.

We’ll discuss with you your target market demographics, the geographic area you wish to reach, and all other vital details to get your campaign kicked off.

Expect a monthly consultation and report detailing exactly where your hard earned marketing dollars are going.

LISTEN:• Are they on Facebook?• Could they use some increased exposure?• Do they want to grow engagement on their business

Facebook page?

FACEBOOK ADS

8/17/2016

27

SOCIAL MEDIA MANAGEMENTWe offer a smooth, results-driven package in which our specialists will create profiles on the social media sites of your choice, post written and image-driven content each week, and respond to comments or questions that might arise on these highly viewed services.

ONLINE REPUTATION MANAGEMENTOur online reputation management services include a monthly scan of the online world for negative reviews, and clear reporting of activity on consumer review sites that could affect your revenue, profits and foot traffic.

LISTEN:• Are they leveraging Social Media?• Are the consistent with posting & responding?• Do they monitor online reviews?

SOCIAL MEDIA

SHOP LOCALDrive more foot traffic to your physical business

SHOP.COM PARTNER STOREDrive traffic to your website via our over 3 million loyal customers and 200,000 UFO websites

APN (AFFILIATE PUBLISHER NETWORK)Publish relevant SHOP Products right to your site and earn commission for referring the sale

LISTEN:• Are they looking for more “in store traffic”• Are they looking for more traffic• Are they looking for an additional stream of

income

REFERRAL MARKETING

BUILDING VALUE IS SIMPLEIT COMES DOWN TO HOW WELL YOU CAN SOLVE A PROBLEM

BE INTERESTED IN YOUR PROSPECTCONDUCT 15 MINUTE ASSESSMENTS

BUILD CONFIDENCE IN OUR TEAM

8/17/2016

28

THE HIGHER PRICE YOU CAN SELL WEBSITES

THE MORE PREPARED YOUR PROSPECTS WILL BE ON THEIR APPOINTMENTS.

THE MORE REFERRALS YOU WILL GET.

THE MORE YOU WILL AVOID CANCELLATIONS

THE MORE RAPPORT AND LOYALTY YOU WILL BUILD

BY BUILDING VALUE INTO THE APPOINTMENT

BE INTERESTED

YOU GAIN TRUST WHEN YOU LISTEN

THE MORE YOU GET THEM TALKING, THE MORE OPPORTUNITIES YOU GIVE YOURSELF TO IDENITIFY NEEDS

THE MORE OPPORTUNITIES YOU HAVE TO SOLVE A PROBLEM FOR THEM

WHICH ONE DO YOU THINK YOU ARE?

8/17/2016

29

INTERESTINGo Tell

o Present

o Sell Stuff

o Lecture

o Talk About Yourself

o Direct

INTERESTEDo Listen

o Ask Question

o Sell Info/ Appointments

o Talk About Prospect

o ART of Listening:

o Acknowledge

o Rephrase

o Thoughtful Comment

IN REALITY, THE INTERESTED PERSON IS THE INTERESTING PERSON

8/17/2016

30

15 MINUTE CONSULTATIONSINCREASE THE QUALITY OF YOUR APPOINTMENTS BY IDENTIFYING SOLID NEEDS

DOWNLOADWWW.MAWC411.COM

DIGITAL & SOCIAL MEDIA MANAGEMENT ASSESSMENTCODE:

BUSINESS SPENDING ASSESSMENTCODE:

BUNDLE OF ALL 3 CODE:

WEBSITE DESIGN & MANAGEMENT ASSESSMENTCODE:

PURCHASE (PAD OF 50)

OBJECTIVE: TO LEARN ABOUT YOUR PROSPECT, DEMONSTRATE INTEREST IN YOUR PROSPECT & PROVIDE EXCELLENT NOTES TO THE PRODUCT SPECIALIST

EDIFY YOUR TEAMS OF PROFESSIONALS

YOUR WEBCENTER IS JUST YOUR SHOP.COM WEBSITE

YOU ARE THE PERSONAL TOUCH TO THE OPPORTUNITY & EXPERIENCE

YOU ARE BACKED BY TEAMS OF PROFESSIONALS

BUILD VALUE IN THE PARTNERSHIP, SUPPORT AND SERVICE

WILL HELP YOU TO SET MORE APPOINTMENTS, RETAIN CLIENTS & GAIN REFERRALS

8/17/2016

31

PRODUCT SPECIALIST

“Will answer all of your questions”

WHEN TO EDIFY: WHEN SETTING THE APPOINTMENT

CUSTOMER CARE

“Will be there to support you 24/7. Home Country Support. Unlimited.” (excluding holidays)

WHEN TO EDIFY: WHEN SETTING THE APPOINTMENT. AS A FOLLOW UP WHEN A SALE IS MADE.

SPECIAL TEAMS

“Implements design and digital products that were ordered”

WHEN TO EDIFY: WHEN SETTING THE APPOINTMENT. AS A FOLLOW UP WHEN A SALE IS MADE.

o Expanding Leadso Handling Objectionso Networking Approacho Networking in Cold Marketso Centers of Influenceo Confirmations & Follow Upo Global Website Sales

RETAIL

WHAT IS EQUALLY AS IMPORTANT AS STARTING WITH A NAMESLIST? ADDING TO IT!

Names in our business = Fuel in a car

You start with a tank of gas and can drive the car. Once you run out of gas, the car stops until you refuel. The car isn’t broken. It just needs fuel.

Your business is the same way! You start with a names list and work it. You eventually have to “refuel” or be continuously “refueling” to keep it going!

8/17/2016

32

EXPANDING YOUR NAMES LIST IS AN ONGOING ACTIVITY

SOCIAL MEDIACONSUMER POWER

NETWORKING GROUPSREFERRALS

SOCIAL MEDIA: PROSPECTS

ARE EVERYWHERE!

Social Media is like a Coffee Shop that people sit at all day long!

WE WILL REVIEW

Etiquette

Prospecting

Social Searching

YOUR PROFILE

To be effective with prospecting on Social Media, you have to have good Social Media Etiquette

• Be Yourself

• Choose a great photo

• Best version of yourself

• 80/20

• Media-Rich posts

• Actively post

• Respond to comments

• Follow Up

8/17/2016

33

USING SOCIAL MEDIA TO PROSPECT

Become a fan of places on your nameslist

Find local businesses on social media

Comment on their posts

Private message Businesses through Facebook

BUSINESS PAGES ARE RUN BY DECISION MAKERS

Find groups dedicated to Networking

Interact in the group

Learn about members

Share what you do, ask for referrals, network

JOIN ONLINE COMMUNITY GROUPS(NETWORKING / INDUSTRY- SPECIFIC)

PM to let them know what you do

Ask for referrals

Share WebSolutions Designs etc. to peak interest

Mindfully scroll for business opportunities

YOUR NON-BUSINESS OWNER NETWORKBUSINESS OPPORTUNITIES

People need our solution

Timing is everything, look for folks w/ needs now

Expand your network, meet new people

Solve a problem for them

SOCIAL SEARCHFOR PEOPLE WITH NEEDS NOW

HASHTAG SEARCHING

A HASHTAG IS LIKE GOOGLE FOR SOCIAL MEDIA. IT’S AN INDEXING FUNCTION.

WHAT TO SEARCH

Your Competition(GoDaddy, WordPress, etc.)

Specific product complaints

Specific challenges that you can offer a solution for

Types of people(web designers, sales pros, industry sites, website down, website problems)

WHERE TO SEARCH

Facebook: Include the # when searching terms in the search bar

Twitter: Click on the magnifying glass to search

Instagram: Click on the Compass icon to search.

Of course we want to be loyal patrons, but there’s no harm in trying out new places!

CONSUMER POWER

Get to know more business owners in your area by trying out new products & services!

8/17/2016

34

PLACES YOU SPEND MONEY /WILL TRY

RESTAURANTS• IS THE MENU UP TO DATE?• ONLINE RESERVATIONS AVAILABLE?• CAN YOU ORDER ONLINE? GIFT CARD?• ARE THEY USING SOCIAL MEDIA?• NEWSLETTER SIGN UP?• CAN YOU FIND THEM ON GOOGLE?

SERVICES• DO THEY HAVE RESOURCES FOR THEIR CURRENT

CUSTOMERS?• CUSTOMER TESTIMONIALS?• NEWSLETTER SIGNUP?• REQUEST A CONSULTATION / APPOINTMENT?• ARE THEY USING SOCIAL MEDIA?• CAN YOU FIND THEM ON GOOGLE?

RETAIL STORES• DO THEY SELL ONLINE?• ARE THEY ON SOCIAL MEDIA?• NEWSLETTER SIGNUP?• COUPON CODES?• CAN YOU FIND THEM ON GOOGLE?

NETWORKING GROUPS

NETWORKING GROUPS ARE A GREAT OPPORTUNITY TO MEET NEW

BUSINESS OWNERS!

BNI

RELIGIOUS GROUPS

COMMUNITY / TOWN GROUPS

ONLINE GROUPS

CHAMBER OF COMMERCE

1. IT GOES BOTH WAYSBe open to learning about other people. Don’t be one-sided – you never know where things could lead!

2. EXCHANGE INFORMATIONMake sure to get business cards as well as give them!

3. ASK QUESTIONSUse the time to identify qualified prospects!

4. DESCRIBE YOUR CLIENTFocus on asking for referrals for specific industries. Sometimes by describing your ideal client rather than what you do, people find it easier to give referrals

5. FOCUS ON APPOINTMENTSThere’s not enough time to “sell a website”. Focus on selling the appointment!

TO MAKE THE MOST OF NETWORKING EVENTS, TRY TO FOLLOW THESE SIMPLE RULES

8/17/2016

35

DO ANY OF YOUR FRIENDS, FAMILY, COLLEAGUES,

CLIENTS OR NEIGHBORS

• Go out to eat?• Get their hair or nails done?• Have a doctor?• Have a dentist?• Have a lawyer?• Have work done on their

homes?• Ever need a plumber?• Belong to a gym?• Have kids in dance, sports,

karate etc.?• Shop at stores?• Shop Online?

REFERRAL SOURCE

DO YOU KNOW ANY WELL-CONNECTED PEOPLE?

• Real Estate Agents?• Insurance Agents?• Waitresses?• Bartenders?• Fitness Instructors?• Hair Stylists?• Coaches?• Community Leaders?• Church Leaders?• Organization Leaders?• UnFranchise Owners who

specialize in other areas?

REFERRAL SOURCE

NETWORK

FOR REFERRALS!

IT REALLY BOILS DOWN TO“RELATIONSHIP NETWORKING”

BUILD A RELATIONSHIP

TAKE THEM OUT FOR COFFEE, LUNCH OR DINNER:

“You know Frank, I know you know a lot of people that would be great for me to meet and I’m sure I know a good number of folks you might be interested in meeting as well, would you be up for

exploring how we could help each other out?”

8/17/2016

36

MEET AND LEARN ABOUT EACH OTHER!

YOU CAN DO THIS IN PERSON OR ON THE PHONE.

IT GOES BOTH WAYS! (Similar to successful networking events, Make sure to learn about how you can share business with them as well!

DON’T BE TOO “TECHIE”! Have a quick way to describe our solution. "We provide a better and more affordable way for small businesses to market their business online.

DESCRIBE YOUR IDEAL CLIENT! This helps to focus the thought process! Rather than saying “I work with small-medium sized businesses”, try:

“We work with all kinds of small-medium sized businesses. Right now, we are looking to set up appointments with roofers and landscapers. Do you know any who could benefit from a better website strategy?”

APPROACH YOUR REFERRALS

WHEN YOU GET THE REFERRALS FROM THESE FOLKS, MAKE A POINT TO INTRODUCE YOURSELF TO THE REFERRAL.

Explain – “Hi Lisa, I’m not sure if Frank might’ve mentioned I’d be getting in touch with you, but Frank and I were talking the other day and he mentioned that I might be able to help your business.”

Lisa will ask you “Ok, What do you do?”

NOW COMES YOUR ANSWER TO “WHAT DO YOU DO ?”

• What’s the answer here?

• What’s your answer or some possibilities?

“I help businesses leverage the Internet effectively to increase revenues”

“My firm works with businesses to market themselves effectively through the Internet”

“I help businesses cut their advertising costs and save money by effectively leveraging the Internet”

“My company helps businesses expand and grow by effectively leveraging the Internet to increase sales and

tap new markets”

The answers are endless, what’s some more answers?

WHAT DO YOU DO?

8/17/2016

37

“Lisa, what my company does is help businesses effectively leverage the Internet to increase revenues. Frank mentioned that you might be looking to accomplish something along those lines? What are some specific ideas you have in mind?”

FOLLOWING ON WITH LISA

The key here is to end with an open ended question.

Try asking some of the questions from the 15- minute consultation

Once you have enough information, you can go ahead and set a qualified appointment get

REFERRAL CAMPAIGNS

Sometimes it can help to incentivize your friends, family, neighbors, colleagues and even clients for referrals!

Go ahead and offer an incentive for referrals that end in a sale!

“FOR EVERY REFERRAL THAT ENDS IN A SALE, I WILL GIVE YOU A SHOP.COM GIFT CARD

“FOR EVERY REFERRAL THAT ENDS IN A SALE, I WILL GIVE YOU CASH.

FOR EVERY REFERRAL THAT ENDS IN A SALE, I WILL GIVE YOU A GIFT CARD TO YOUR

FAVORITE PARTNER STORE!

FOR EVERY REFERRAL THAT ENDS IN A SALE, I WILL SEND YOU AN EGIFT

YOU CAN CHOOSE YOUR OWN “REFERRAL PROGRAM”!

SOMEIDEAS

8/17/2016

38

BUILDING A RELATIONSHIP WITH PEOPLE IN PERSON CREATES A STRONGER BOND THAT MAKES IT EASIER TO BUILD ON, WHETHER FOR THE UNFRANCHISE®

BUSINESS OR WEBSITE SALES

TALK WITH PEOPLE

BUILD A RELATIONSHIP

TREAT EVERY CHALLENGE AS A LEARNING EXPERIENCE

BE NORMAL / BE YOURSELF

CARE ABOUT PROSPECTS RELATIONSHIP BUILDING

3 CATEGORIES OF CONTACTS

1. STRONG RELATIONSHIPPeople you know the best such as your sister, neighbor etc.

2. RE-CONNECTPeople you know but need to work up to talking to again.

3. YOU ARE A PATRONYou have a business relationship.

NETWORKING APPROACHWARM MARKETS

PROSPECTING / RE-CONNECTING

FOR CONTACTS YOU NEED TO RE-CONNECT WITH OR THAT YOU HAVE A SMALLER RELATIONSHIP WITH

• Try reaching out to 2 of these prospects per day to start reacquainting with them

• Build the relationship

• As you build this list up, they will be moved into your “Strong Relationship Category”

8/17/2016

39

YOUR TOP TENFOR CONTACTS YOU HAVE A STRONGER RELATIONSHIP WITH

CONTACT IN THE MOST LOGICAL WAY

• Social Setting

• Place of business (not peak time)

• Social Media

• Phone / Email / Text

Remember, the person asking the questions is the one who controls the topic of conversation

1. Will vary based on relationship

2. Get’s them talking about business

3. How are they getting their name out there?

4. Bingo! Now you have them talking about their website

1. SOCIAL

2. HOW’S WORK? / HOW’S BUSINESS

3. ADVERTISING?

4. IS YOUR WEBSITE HELPING WITH THAT?

CONVERSATIONAL MARKETING!

ASK GREAT QUESTIONS

1. QUESTIONS YOU FOUND IN PROSPECT RESEARCH

2. QUESTIONS FROM 15 MINUTE CONSULTATIONS

3. SPECIFIC QUESTIONS ABOUT THE REASON THEY LIKE / DON’T LIKE THEIR SITE

• “WHAT’S PREVENTED YOU FROM GETTING A WEBSITE?”

• “WHY IS THE SITE UNDERPERFORMING FOR YOUR BUSINESS?”

• “WHAT DO YOU LIKE ABOUT YOUR WEBSITE?”

• “WHAT DON’T YOU LIKE ABOUT YOUR WEBSITE?”

8/17/2016

40

“I don’t know if you realized this or not John, but, I specialize in helping businesses like yours leverage the Internet effectively to increase revenues, or to offer a higher level of customer service (whatever their main problem seemed to be).

I’d be happy to sit down with you and get one of our product specialists to walk you through our technology to see if it’s something that would have value to you and your business.

What’s the best time over the next week or two to set up an appointment?”

WHEN THE TIMING IS RIGHT, MAKE THE STATEMENT:

SO…

What if they ask some questions or objections?It’s a good sign that they are interested! Keep Going!

Objection: My friend or family is creating a site for me ...

Answer: Perfect, they will love this! Our technology helps Web Designers in several ways, which also saves business owners a lot of time, money and frustration.

Here's what I will do, I'll have my corporate office put together an entire web package for your company to review at no cost or obligation; and then I will have a Web Specialist show you what we are doing to help companies just like yours. When are you least busy — in the mornings or afternoons?

Objection: We use social media

Answer: That’s great! Social media is an excellent way to get your name out there and interact with your customers. Where are you funneling all that buzz to? Is your website helping to capture those leads?

ANSWERING QUESTIONS

8/17/2016

41

Objection: How much is it?

Answer: It wouldn't be fair of me to give you a price until we know your specific needs. We’ve worked with tens of thousands of business owners all over the world to make it affordable for them. I guarantee we can make it affordable for you or it’s not the solution for you.

Objection: Can you give me an approximate cost?

Answer: It will depend on your particular needs. Let me do this, I will have my corporate office put together an entire Web Package for your company to review at no cost or obligation; and then have a Web Specialist show you what we are doing to help companies just like yours. When are you least busy in the mornings or afternoons?

ANSWERING QUESTIONS

Objection: Could you send me something?

Answer: I can do one better than that! I will have my corporate office put together an entire Web Package for your company to review at no cost or obligation; and then have a Web Specialist show you what we are doing to help companies just like yours.

Objection: But I am using XYZ Discount Hosting company

Answer: That’s awesome that you’ve already gotten started! If I could show you a way to save money and have a better entire online marketing strategy, would you be interested? Our system doesn’t nickel and dime you – would you like to learn more about that? What works best for you, mornings or afternoons?

Objection: I like my website.

Answer: Cool! What do you like about it? Is there anything it’s not doing that you wish it was doing?

ANSWERING QUESTIONS

SELL THE PROBLEM YOU WANT TO SOLVE

IF YOU KEEP THE CONVERSATION FOCUSED ON THEIR CHALLENGES, SETTING AN APPOINTMENT IS EASY

THE SOLUTION TO THAT PROBLEM, IS AN APPOINTMENT

AN APPOINTMENT IS WHERE THEY WILL DISCOVER WAYS TO SOLVE THEIR CHALLENGES

8/17/2016

42

“Sounds like you have considered a site, but you are not sure how it would benefit your company. So here's what I would be willing to do for you. I'll have my corporate office put together an entire Web Package for your company to review at no cost or obligation; and then I will have a Web Specialist show you what we are doing to help companies just like yours. When are you least busy — in the mornings or afternoons?”

SOMETIMES IT’S HELPFUL TO EDIFY WHAT THEY MIGHT’VE TRIED IN THE PAST

“You know, that’s a great question, but, it’s hard to go through the details right here and now. With my product specialist on the phone, we’ll get all your questions answered and we’ll have the technology there to show exactly how it all works, When are you least busy — in the mornings or afternoons?”

IF THEY KEEP ASKING QUESTIONS DON’T BE AFRAID TO SET THE APPOINTMENT

QUESTIONS = BUYING SIGNS! SET THAT APPOINTMENT!

COLD MARKETS = PROSPECTSyou don’t have an existing relationship with.

COLD CALLING / SOLICITING IS:

o Not fun

o Inefficient

o Not well received

o The quickest way to get a WCO to quit.

NETWORKING IN COLD MARKETSIS NOT cold calling

How can you prospect for new possibilities in “Cold Markets”

NEWORKING IN COLD MARKETS

8/17/2016

43

YOU MEET A NEW PROSPECT AT A COFFEE

SHOP

MEETING NEW PROSPECTS AT A COMMUNITY EVENT, SPORTING EVENT, SOCIAL

SETTING ETC.

AT A NETWORKING EVENT

WHEN YOU ARE “SPREADING OUT YOUR

SPENDING”

YOU FIND NEW PROSPECTS THROUGHOUT YOUR DAY

OR VIA SOCIAL MEDIA

YOUR ARE TALKING WITH A “GATE KEEPER”

SCENARIOS WHERE YOU MIGHT PROSPECT IN COLD MARKETS:

LOOK FAMILIAR?

THE ONLY DIFFERENCE IS THE “SOCIAL STUFF”

YOU BUILD A RELATIONSHIP FROM SCRATCH

ALL LEADS TO THE SAME PLACE: APPOINTMENT

1. SOCIAL

2. HOW’S WORK? / HOW’S BUSINESS

3. ADVERTISING?

4. IS YOUR WEBSITE HELPING WITH THAT?

CONTACTING COLD PROSPECTS

GATE KEEPERS & VOICEMAILSHOW TO GET CONTACTED BACK

A GATEKEEPER is the person responsible for keeping a decision maker from being bothered by irrelevant callers.

The gatekeeper screens calls and visitors, typically deflecting the ones (s)he believes are unimportant. They get 10-20 solicitations per day.

Voicemail = Type of Gate Keeper / Screening

BE DIFFERENT. BE CONSISTENT. BE PERSONABLE.

8/17/2016

44

GATE KEEPERS ARE PEOPLE TOOCONNECT WITH THEM

DUMP THE SCRIPT Be a person. Have a Conversation.

LEARN THEIR NAMESand refer to them by their names

RELATE AND ESTABLISH THE WARM CONNECTION.“I’m a customer, colleague etc.”

ASSUME THEY CAN HELP “are you the one to speak to about this?”“Are you the manager?” Make them feel important.

LEVERAGE THEIR KNOWLEDGE ask for their advice. “When do you think a better time to call would be?” “is it better to call before or after lunch?” “What do you think?”

STAY POLITE at all costs

FOLLOW UPThis is a first contact, not your only contact! Keep good notes for more effective follow up.

IT’S IMPORTANT TO HAVE A CLEAR FOLLOW UP STRATEGY!

2% OF SALES ARE MADE ON THE FIRST CONTACT

3% OF SALES ARE MADE ON THE SECOND CONTACT

80% OF SALES ARE MADE ON THE FIFTH TO TWELFTH CONTACT

10% OF SALES ARE MADE ON THE

FOURTH CONTACT

5% OF SALES ARE MADE ON THE THIRD

CONTACT

HOW MANY CONTACTS DOES IT TAKE TO MAKE A SALE?

8/17/2016

45

12% OF SALES PEOPLE MAKE MORE THAN THREE CONTACTS

25% OF SALES PEOPLE MAKE A SECOND CONTACT AND STOP

48% OF SALES PEOPLE NEVER FOLLOW UP

HOW MANY CONTCTS DO MOST SALES PEOPLE MAKE?

COMMUNICATE WITH THE PRODUCT SPECIALIST

MAKE SURE YOU ARE ON THE SAME PAGE SO YOU DON’T CONFUSE YOUR PROSPECT

WCO NOTIFICATION SYSTEM

IF THE PRODUCTS SPECIALIST IS DOING FOLLOW UP ON YOUR BEHALF:

IF DOING YOUR OWN FOLLOW UP:

STAY ORGANIZED SCHEDULE YOUR FOLLOW UP CALLS

PICK LOGICAL TIMES TO FOLLOW UP WITH YOUR PROSPECTS. (DON’T CALL A RESTAURANT OWNER ON A FRIDAY NIGHT AT 7 PM)

BE PERSISTENTBUT NOT PUSHY

RESPECT THEIR TIMINGASK FOR PREFERRED TIME TO CALL

BE SPECIFICWHAT ARE YOU FOLLOWING UP ABOUT

8/17/2016

46

I WILL BE THE BUSINESS OWNER

YOU WILL BE THE WCO

DESCRIBE THE “BUSINESS OWNER” AND YOUR

CURRENT RELATIONSHIP WITH THEM

DESCRIBE HOW YOU WOULD PLAN TO CONTACT

THAT BUSINESS OWNER (PHONE, IN PERSON)

SIMPLE SALES WORKSHOPNETWORKING APPROACH WORKSHOP

LIVE DEMO

SIMPLE SALES WORKSHOPCALL WORKSHOP

GET APPOINTMENTS

GET YOUR NAMES LIST OUT

20 MINUTES TO CONTACT YOUR PROSPECTS

GOALS:

• GET THEM TALKING

• GET A BETTER TIME TO CALL BACK

• SCHEDULE A 15 MINUTE CONSULT

• SCHEDULE AN APPOINTMENT

SOCIAL MEDIA WORKSHOP

HASHTAG SEARCH

PICK A PLATFORM THAT YOU HAVE A MOBILE APP FOR

CHOOSE YOUR GOAL: SELLING / RECRUITING

CHOOSE A TERM TO SEARCH: COMPETITION, SPECIFIC COMPLAINT, INDUSTRY, SALES PEOPLE

SEARCH

RESPOND, START CONVERSATIONS!

8/17/2016

47

HOW DID IT GO?WHAT RESULTS DID

YOU GET?CALL OR FACEBOOK

MESSAGE?

WHAT CHALLENGES CAME UP?

WHAT WORKED WELL?

LET’S DISCUSS

QUESTIONS & ANSWERS

o Reportso Domains and Emailo Marketing Materials and Sales Aidso Customer Manager Skillso Conducting an Appointment on your Own

TECH

SEND PEOPLE TO YOUR WEBCENTER – THEY CAN WATCH THE VIDEO, READ ABOUT

FEATURES AND BENEFITS AND REQUEST AN APPOINTMENT!

HAVING AN EMAIL ADDRESS ASSOCIATED WITH YOUR WEBCENTER IS MORE PROFESSIONAL

AND KEEPS YOUR WEBCENTER EMAIL SEPARATE FROM PERSONAL EMAIL

YOU MAY WANT TO CONSIDER GETTING A DOMAIN NAME FOR YOUR WEBCENTER AND HAVING A PROFESSIONAL EMAIL ADDRESS.

DOMAINS & EMAIL

8/17/2016

48

o CLICK ON “MY ACCOUNT”o SCROLL DOWN TO “DOMAINS AND EMAIL”

o REGISTER DOMAIN OR USE AN EXISTING ONE.o TO ADD AN EMAIL:o CHECK THE BOX NEXT TO YOUR DOMAIN NAMEo CLICK ON “MANAGE EMAIL ACCOUNTS”

o EDIT EXISTING EMAIL ACCOUNTSo ADD NEW EMAIL ACCOUNTS

8/17/2016

49

EMAIL CAMPAIGNS

You can create email templates and send out email campaigns to your existing clients and prospects

We will go over some ideas for ways to use this, but first take a look at where you can locate these tools in your WebCenter.

o CLICK ON “CUSTOMER MANAGER”o SCROLL DOWN TO “CAMPAIGNS”

• CREATE A NEW CAMPAIGN• CHOOSE AN EXISTING CAMPAIGN TO RUN AGAIN

8/17/2016

50

BEAUTIFUL LAYOUTS FOR EMAIL CAMPAIGNS THAT WILL BE AVAILABLE TO YOU AND YOUR CUSTOMERS!

COMING SOON: WEBSOLUTIONS THEMES INTEGRATED INTO YOUR WEBCENTER.

SIMPLY ADD YOUR OWN MESSAGING!

CONTENTIDEAS

NEWS ABOUT UPGRADES

WEBSITE CLIMATE

SPECIALS THAT YOU ARE RUNNING(GREAT WAY TO CREATE URGENCY)

LET YOUR CLIENTS/ PROSPECTS KNOW ABOUT A REFERRAL CAMPAIGN

SHARE SOME RECENT DESIGN CENTER WORK

EDIFY TEAMS OF PROFESSIONALS

TESTIMONIALS

THERE ARE TONS OF GREAT PLACES TO GET

SHAREABLE CONTENT!YOU CAN SHARE THIS CONTENT IN EMAIL, IN CONVERSATION ON

SOCIAL MEDIA, ON A BLOG ETC.

8/17/2016

51

maWebCenters newsletter

maWebCenters blog

maWebCenters Facebook

Account

maWebCenters Twitter Account

maWebCenters Instagram Account

Other blogs and sources that you trust

CUSTOMER CENTRIC CONTENT / SHARABLE CONTENT

BROCHURES ARE BEST USED WHEN SHARING WITH WARM MARKET CONTACTS!

YOU CAN DROP A BUNCH OF BROCHURES OFF BUT GENERALLY, THEY WON’T BE READ UNLESS YOU PERSONALLY GIVE IT TO A PROSPECT THAT YOU’VE SPOKEN WITH OR THAT HAS REQUESTED ONE.

BROCHURES ARE AVAILABLE FOR DOWNLOAD ON MAWC411.COM OR YOU CAN MAKE CUSTOMIZED ONES IN YOUR WEBCENTER ACCOUNT

CLICK ON “WEBCENTER”, “SALES DOCUMENTS, “BROCHURES”

o Fill out your desired contact information

o Choose a design and color palette

o Click Save

o YOUR BROCHURE IS CREATED WITH ALL OF YOUR CONTACT INFORMATION!

o YOU CAN PRINT IT OR SEND IT TO BE PRINTED!

8/17/2016

52

EXCHANGEBUSINESS CARDS

GREAT FOR EXCHANGING ONCE AN APPOINTMENT IS SET TO SHARE YOUR

CONTACT INFORMATION.

GREAT TO SHARE WITH FOLKS WHO ARE WELL CONNECTED THAT WOULD BE WILLING TO

SHARE WITH THEIR CONTACTS!

GREAT FOR MAKING PROFESSIONAL CONTACTS

BRANDS YOURSELF

• Click on “WebCenter”, “Sales Documents, “Business Cards”

• Fill out your desired contact information

• Choose a design and color palette

• You can choose a design that compliments your brochures

• Click Save

• Your business card is created with all of your contact information!

• You can print it or send it to be printed!

SHARING VIDEOS CAN WORK THE SAME WAY

THAT WE SHARE DESIGNS ON FACEBOOK.

YOU CAN SHARE THE VIDEO ON YOUR FACEBOOK WALL

YOU CAN SHARE A VIDEO WITH A SINGLE PROSPECT

YOU CAN USE YOUR WEBCENTER TO SHARE THE VIDEO OR THE MOBILE SITE

YOU CAN SHARE A VIDEO FROM OUR “CUSTOMER-

TARGETED” YOUTUBE ACCOUNT:

/MAWEBCENTERSOFFICIAL

REMEMBER – USE THE VIDEO AS A FIRST LOOK TO PEAK

INTEREST AND FOLLOW UP WITH OFFERING AN

APPOINTMENT!

8/17/2016

53

CLICK SAVE! YOUR NEW WEBCENTER DESIGN IS LIVE! CLICK ON “WEBCENTER”, “TOOLS”, “CHANGE DESIGN” CHOOSE ONE OF THE RESPONSIVE DESIGNS WITH A VIDEO

MOBILE VIDEOS:m.mawebcenters.comyoutube.com/mawebcentersofficial

CHOOSE YOUR LANGUAGE

PLAY ENTIRE VIDEO OR SKIP TO A SPECIFIC INTEREST OF YOUR PROSPECT

PDFS FOR PRODUCT OVERVIEW AND SOCIAL MEDIA MARKETING GUIDE

CHAPTERS ARE ALSO AVAILABLE HERE:https://www.youtube.com/user/maWeb

CentersOfficial

FLASHDRIVE MENU

https://www.youtube.com/user/maWebCentersOfficial

8/17/2016

54

FIRST LOOK!

PROSPECTS WHO WANT TO DO A LITTLE HOMEWORK BEFORE COMMITTING TO AN APPOINTMENT

DROP OFF THE FLASH DRIVE AND SCHEDULE A TIME TO PICK IT UP!

WHEN YOU PICK UP THE FLASH DRIVE, SCHEDULE AN APPOINTMENT.

FOLLOW UP!

PROSPECTS WHO NEED TIME TO CONSIDER THEIR DECISION

FLASH DRIVE PROVIDES EASY TO NAVIGATED VIA CHAPTERS RECAPS OF ALL THE IMPORTANT FEATURES THEY LEARNED ABOUT DURING THEIR APPOINTMENT.

DROP IT OFF / PICK IT UP!

PURCHASE A FLASH DRIVE

LOG INTO YOUR WEBCENTER, CHOOSING SALES AIDS AND THEN THE FLASH DRIVE.

AT A CONVENTION (INTERNET SERVICES BOOTH)

ALL OF THESE TOOLS ARE USELESS WITHOUT YOU!

THESE TOOLS ARE MEANT TO GIVE YOU AN OPPORTUNITY TO GET THE CONVERSATION STARTED!

THEY ARE THERE TO SUPPORT YOU WITH EFFECTIVE FOLLOW UP!

THEY ARE THERE TO BE AN EXTENSION OF YOU!

YOU STILL NEED TO ASK QUESTIONS, QUALIFY YOUR PROSPECTS AND SET QUALIFIED APPOINTMENTS

SOMETIMES, WE RUN ACROSS SITUATIONS WHERE WE WANT TO OR NEED TO CONDUCT A WEBSITE APPOINTMENT ON OUR OWN.

You may consider conducting an appointment on your own if

YOU’VE LISTENED IN ON AT LEAST 10 PRODUCT SPECIALIST-RUN

APPOINTMENTS

YOU ARE ABLE TO ANSWER QUESTIONS ABOUT OUR

SOLUTION

CAN DO SO WHILE REMEMBERING TO STILL EDIFY THE TEAMS OF

PROFESSIONALS AND SUPPORT YOUR CLIENT WILL GET!

*It’s very important to leverage customer care with your clients. It builds value in the product

8/17/2016

55

STEP 1: WARM UP PROSPECTThis is very similar to the “15 minute consultation”

OBJECTIVE Start out with questions about your prospect to get them

talking about themselves. It’s a nice way to get them relaxed and open.

Remember to listen to responses and form a few more relevant questions. You don’t want to appear like you are just “going through the motions”.

“ TELL ME A LITTLE BIT ABOUT YOUR BUSINESS.”

“ WHAT SETS YOU APART FROM THE COMPETITION?”

“ WHERE DO YOU CONDUCT MOST OF YOUR BUSINESS?”

“ WHAT ARE SOME THINGS/MESSAGES ABOUT YOUR

BUSINESS THAT YOU WOULD REALLY WANT FOR PEOPLE TO KNOW

ABOUT.”

SOME QUESTIONS TO TRY:

8/17/2016

56

THEME INCLUDES:

Website Design / Redesign Design Center Options & ProcessCustom designs within our editable platform

Content Management Easy to update content!

Marketing Tools Social Media, SEO, Blogs, Email Marketing, Statistics

Mobile Websites Free Mobile Websites

Ecommerce Show them the powerful ecommerce solution

Support & Upgrades Unlimited 24/7, home country support! Free upgrades!

Simplicity We keep it simple by providing everything you need in one admin office and provide you with support in using all of our tools!

STEP 2: TALK IN THEMES TO IDENTIFY HOT BUTTONS

STEP 3: DEMONSTRATE THE TECHNOLOGY

If you are doing the appointment in person, you can demonstrate some simple tasks by doing them together.

OBJECTIVETest drive the car! Gets them

touching and feeling the product.

OBJECTIVEDemonstrate how easy it is to

use!

• Make a simple text edit• Add an image• Show them the statistics page• Show the ecommerce shopping cart• Show the other tools that come with

the website.• Show sample designs by our design

center

DEMONSTRATIONS TO TRY (Where applicable)

DON’T BE AFRAID TO ASK FOR THE SALE!

Determine what the prospect needs to get started:

– Basic Cost

– Design Cost

– Any additional add-ons (SEO, etc.)

Have your client click “Activate Site” and check out!

Have your client sign and fax in the receipt that gets generated. (Chargeback form)

Congratulations you made a website sale!

* We encourage you to process all payments via your WebCenter for the sake of simplicity!

STEP 4: CLOSE THE SALE

8/17/2016

57

ALWAYS BE A GREAT CUSTOMER MANAGER

NEW CLIENTS:

– CALL TO SEE IF THEY ARE USING SUPPORT!

– HOW’S IT GOING?

– HAVE THEY GOTTEN ANY FEEDBACK

ALL CLIENTS:

– CHECKING IN

– NEW FREE ENHACEMENTS

– NEW SERVICES AVAILABLE

HANDLING CUSTOMER CHALLANGES

YOU ARE A WEBCENTER OWNER & HAVE AN ENTIRE DEDICATED TEAM TO HANDLE:• SALES• DESIGN• TECHNICAL SUPPORT• BILLING

AT EVERY PART OF THIS PROCESS, YOUR ROLE IS TO CONNECT PEOPLE!

• BE CLEAR ON YOUR ROLE FOR YOURSELF AND WITH YOUR CLIENTS:

• VOICEMAIL• EMAIL AUTORESPONDERS• IN YOUR PERSONAL RESPONSES TO

QUESTIONS

BUSINESS BUILDING

o Building Share of Customer: B2B Serviceso Recruiting with SHOPo Internship Program / Mentoring an Interno Conducting a 12 Week Action Plan

8/17/2016

58

B2B SERVICESITRANSACT l SHOP LOCAL l SHOP PARTNER l EXCLUSIVE BRANDS l APN

Think of yourself as a “Business Services” provider.

iTransact

• You already know plenty of business owners who use merchant services! (Clients and Prospects)

• Add additional residual BV to your business!

• Follows the same “Referral Approach” as the “Simple Sales System”!

• It’s a BV Machine!

• 40% Commission• Example:

iTransact earns $100/month, then… You get 40 BV/month

* Available in the USA *


YOU ALREADY KNOW PLENTY OF BUSINESS OWNERS WHO USE MERCHANT SERVICES! (CLIENTS AND PROSPECTS)

Add additional residual BV to your business!

Follows the same “Referral Approach” as the “Simple Sales System”!

IT’S A BV MACHINE!

• 40% Commission• Example:

iTransact earns $100/month, then… You get 40 BV/month

ITRANSACT

8/17/2016

59

ASK THE QUESTION

“Who does your merchant account?

MAKE THE RECOMMENDATION

“I have a business partner who can savemost merchants 10-25% on credit cardprocessing. Would you like to see howmuch we can save you?”

FROM THERE, AN ITRANSACT PROFESSIONAL WILL CONDUCT A:

o “Sure Save Analysis”

o 10-25% Savings for the merchant

Contact #: 801-951-8250 / http://itransact.com/landing/ma


DID YOU KNOW?

Referral marketing generates 3-5x the conversation rate than other marketing

Lifetime value of a referred customer is 25% higher than other customers

Customers acquired by referrals spend 200% more than the avg. customer

Clients who participate in referral marketing programs see an avg. of 9.7% increase in sales

SHOP.COM HAS MORE THAN 3 MILLION LOYAL CUSTOMERS WHO ARE HUNGRY FOR LOCAL BUSINESS RECOMMENDATIONS

SHOP.COM CAN SEND CUSTOMERS TO YOUR WEBSITE (REFERRALS) BY MARKETING TO OUR LOYAL CUSTOMERS THROUGH OVER 200,000 SHOP.COM WEBSITES

8/17/2016

60

• A branded storefront and easy-to-use tools to help you manage your business on SHOP.COM

• Sell through our mobile app, social media and direct and event marketing programs

• Experienced sales and marketing team assigned to support your account

• Access to our multiplatform, global merchandising opportunities including display advertising, email marketing, social, etc.

• A people-powered distribution channel that promotes your store and products to millions of customers

• Your products listed alongside big retailers / Opportunity to compete

SHOP.COM PARTNER STORE BENEFITS

Now promoting

OFFLINE BUSINESSSHOP.COM can send foot traffic to your service based business or retail establishment!

Over 3,000,000 Loyal Customers looking for local business options!

HOW DOES IT WORK

You link your credit cards:

SHOP.COM Credit Card, Visa,

Master Card and AMEX

8/17/2016

61

HOW DOES IT WORK




Visit SHOP.COM and find a

participating merchant near

you.

8/17/2016

62

HOW DOES IT WORK






you.

Use one of your linked cards to

pay.

8/17/2016

63

HOW DOES IT WORK






you.

Use one of your linked cards to

pay.

It’s That Simple! You just

earn Cashback and IBV!

We will instantly notify your customer that they have

earned Cashback upon payment.

REFER A SHOP LOCAL BUSINESSVisit SHOP.COM

Click “Partner with us” and select “SHOP Local

YOU EARN 1% IBV ON ALL PURCHASES MADE AT THAT ESTABLISHMENT THROUGH THE

SHOP LOCAL PROGRAM

8/17/2016

64

AFFILIATE PUBLISHER

NETWORK

IDEALFOR SERVICE OR RETAIL BUSINESSES1

NO OVERHEAD. SHOP HANDLES EVERYTHING2

SELECT PRODUCTS THAT YOU WANT TO

SELL “ON DEMAND”3

WE PAY YOUR CLIENT A “REFERRAL FEE”

FOR MARKETING THAT PRODUCT4

YOU EARN IBV FOR ALL SALES GENERATED 5

APN TOOLLogin to site

Select Product Category

Enter Product Keywords

Save Changes

Most people choose relevant products to feed into their site. For example, this gym is choosing to feed “Exercise Equipment”

APN TOOL

The tool publishes exercise equipment products from SHOP.COM right onto your client’s website!

Every time they refresh the page, it refreshes the products displayed

SHOP handles the fulfillment

Your client earns commission

You earn IBV

8/17/2016

65

BUSINESS OWNERS HAVE EXPENSES AND OVERHEADCONDUCT A BUSINESS SPENDING ASSESSMENT

15 MINUTE CONSULTATION

1. Ask the questions

2. Find the best partners to recommend

3. Sign your client up as a Preferred Customer

4. Show them how to earn cashback shopping at those specific stores

BUSINESS OWNERS HAVE EXPENSES AND OVERHEADCONDUCT A BUSINESS SPENDING ASSESSMENT

COMMERCIAL ACCOUNTS EXCLUSIVE PRODUCTS

BUILD SHARE OF CUSTOMER BY EDIFYING A BUSINESS PARTNER WHO SPECIALIZES IN ANOTHER AREA!

GET WEBSITE REFERRALS FROM BUSINESS PARTNERS WHO SPECIALIZE IN OTHER AREAS!

EXAMPLE: YOUR CLIENT OWNS A SALON.

• Don’t tell them about “your” exclusive cosmetics brands. You’ve already positioned yourself as WebCenter Professional.

• Instead, edify one of your business partners and “Sell an appointment” when the time is right.

“Hey Lisa, how’s the website? I think it looks beautiful! Listen, I was showing your site to an affiliate of mine

and she loved it! Actually, she has an entire line cosmetics and skin care that I thought might be

interesting to you. Do you keep your options open? Great! I can have Holly give you a call!

EDIFY A BUSINESS PARTNER FOR LARGER SCALE PRODUCT OPPORTUNITIES

8/17/2016

66

YOUR CLIENTS ARE:

BUSINESS OWNERS

ENTREPRENEURIAL MINDED

SELF MOTIVATED

INTERESTED IN MAKING MONEY

EXCELLENT UNFRANCHISE PROSPECTS

WHEN THE TIME IS RIGHT, ASK THEM TO EVALUATE THE BUSINESS!

YOU ARE NOT A WEB DESIGNER, YOU ARE AN INTERNET ENTREPRENEUR. GO AHEAD AND OPEN UP THE CONVERSATION!

WHETHER YOU ARE HOPING FOR THEM

TO BECOME A PARTNER OR FOR

THEM TO GIVE YOU A REFERRAL -

SHOW THEM THE OPPORTUNITY! THIS

WAY THEIR REFERRAL IS A

GOOD ONE

DON’T TRY TO SHOW THEM THE PLAN UNTIL THE TIMING IS RIGHT

START WITH THE PREFERRED CUSTOMER PROGRAM

IT’S A SIMPLE AND NON-AGGRESSIVE WAY TO GET THE CONVERSATION

STARTED

GO FISHING, NOT HUNTING.

TIPS FOR NETWORKING WITH CLIENTS

8/17/2016

67

YOUR MINDSETMENTOR

• The goal is duplication, working with individuals who want to be UnFranchise® owners

• That is NOT about hiring people to work with you

• Make sure that the time you spend is spent with people duplicating your efforts

Remember…

TIME IS THE ONE PRECIOUS, NON-RENEWABLE RESOURCE THAT YOU ARE PROVIDED A FINITE AMOUNT OF, EACH AND EVERY DAY. ONCE IT’S

SPENT, YOU WILL NEVER GET IT BACK.

SPEND IT WISELY

THE WebCenter PROSPECT CAN USE THE PRODUCT SPECIALISTS, AND IT IS HIGHLY ENCOURAGED

IT WILL IMPROVE THEIR SUCCESS RATE

HELP THEM GRADUATE TO FULL UNFRANCHISE®

OWNER STATUS MORE QUICKLY

AND REINFORCES OUR PROVEN DUPLICATABLE

WEBCENTER SYSTEM

REMEMBER, PROSPECTS CANNOT BE EXISTING DISTRIBUTORS

8/17/2016

68

HOW DOES MY INTERN GET PAID?

SELL:Your intern sells one website. You as the mentor gets paid – You must use the profit to help launch the intern.

LAUNCH:Use part of retail profit to start your Intern’s UnFranchise (WebCenter Fast Start Kit)

EXTRA PROFITGive extra profit to the new UFO. * It’s perfectly

acceptable to keep a portion for your own expenses (taxes, WCO fees etc.)

YOU CAN DISABLE ANY INTERN’S STATUS AT ANY POINT IN TIME

• If you find someone underperforming and you have a better prospect that you would like to replace them with, go ahead

• Remember, this is a competitive Internship program, you have four slots and they should go to the best candidates for becoming an Unfranchise®

owner with you

CLICK CUSTOMER MANAGER

LOGIN INTO YOUR WebCenter

SELECT CONTACTS

8/17/2016

69

CLICK “NEW CONTACT”

FILL IN YOUR WEBCENTER PROSPECT’S NAME AND INFORMATION

MAKE SURE TO SELECT “WEBCENTER PROSPECT” AS THE CONTACT TYPE

Click “Save” at the bottom

And you’ll be presented with this screen with all the

pertinent information you need to get your prospect

started

8/17/2016

70

o CAREFULLY SELECT AN INTERN TO WORK WITHo ACTIVATE THEM AS A WEBCENTER PROSPECT

ACTIVATE INTERN

o WCT 101, ONLINE WCT, SIMPLE SALESo BASIC 5, SHOPPING ANNUITY

EDUCATION

o USING THE WEBCENTER GETTING STARTED GUIDE, HELP THEM SET APPOINTMENTS AND SELL THEIR FIRST WEBSITE.

o SHOW PLANS TO SEE IF THEY CAN LEAD TO PEOPLE.

SELL WEB APPTS.SHOW PLANS

USE THE RETAIL PROFIT EARNED FROM THE WEBSITE SALE TO CAPITALIZE THE INTERN’S BUSINESS!

BECOME A UFO

o Get them started right!o What you put in motion carries

in motion. o What you do, will duplicate in

depth in your organization!

ACCOUNTABILITY IS CRITICAL!

If a contest is running:www.webvolumecontest.com

or…

1

2

3

4

5

6

ACCOUNTABILITYPower of the group

TRANSPARENCYAssess your activity

CONSISTENCYDaily & weekly activities

CREATE GOOD BUSINESS HABITSResult producing activities

TO SELL WEBSITESSet website appointments

TO BUILD YOUR BUSINESSExpand distribution

8/17/2016

71

PARTICIPANTS WILL NEED:

A WebCenter

To Remain Committed and demonstrate that commitment by sending in your numbers every week during the period.

WebCenter Getting Started Guide

12-Week Action Plan

AS THE LEADER, YOU NEED TO:

Pick dates

Determine group of participants

Schedule an initial conference call to go over requirements, tools, process etc.

Complete Getting Started Guide

Download the 12 Week Action Plan

Identify Accountability partners

Be aware of your resources

WEEKLY CALLSProvided by YOU the leader!

MAWC WEBINARSWebinar series for continuing ed,

showing the WCO opportunity and more

WEEKLY ACCOUNTABILITY Grow and learn together

UFO SUPPORT SITE www.mawc411.com

Participants should go to first to see if the answer to his/her question exists here.

** Save email support for personal questions

FACEBOOK GROUP If you have a question about sales approaches, follow up or

the process in general, POST IT HERE! We will all contribute responses as a group! Email [email protected]

for an invitation to join

EMAIL SUPPORTIf you still don’t have an answer or if it’s personal, shoot me an email with your specific question! This is the best way to

contact me directly.

8/17/2016

72

o Training / Support

o QuestionsCLOSING

RESOURCES ARE AVAILABLE FOR WEBCENTER OWNERS AND CLIENTS

TAKE ACTION!

LEAD FROM THE FRONT! BE THE EXAMPLE!

DUPLICATE

GET TO WORK AND BECOME A HOPELESS SUCCESS!ALL THE INFORMATION IN THE WORLD IS USELESS

UNLESS IT IS APPLIED

8/17/2016

73

QUESTION& ANSWER

A “3” indicates that the graded item met your expectations

Class President will collect the evaluations and give the sealed envelope to the trainer to be sent in

Comments are confidential, but any comments you wish to pass on, should be writtenin the “Trainer Evaluation” area

Constructive criticism is encouraged, it helps us all improve

• Please make comments• Please make comments about any “1” or “5” that are given• Please only use 1 through 5• “0”, “6” or anything outside this range will be ignored• Please make sure to fill out both top and bottom areas on

the form

FILL OUT AT THE END OF THE CLASS