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The Social Media Solution for SMEs Web 2.0 Sales & Marketing Office. e-Marketing Specialist Training. Content. NBP Marketing Position Overt Benefit Real Reasons to Believe Dramatic Difference NBP Sales Process Where to find prospects How to get an appointment How to make presentation
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The Social Media Solution for SMEs Web 2.0 Sales & Marketing Office e-Marketing Specialist Training
Content • NBP Marketing Position • Overt Benefit • Real Reasons to Believe • Dramatic Difference • NBP Sales Process • Where to find prospects • How to get an appointment • How to make presentation • Overcoming objections • Getting referrals • Keeping the client for life • Building Your eMS Business • Understanding the eMS incentives plan • Why become eMS/ key incentives and benefits • How to build your team and your Money Making Machine
Overt Benefit We help businesses set up an Online Sales and Marketing Office that generates enquiries from
Real Reasons to Believe • High Visibility • Targeted Visitors • Qualified Enquiries
75%of clients ranked #1 IN GOOGLE FACT: 95%of clients ranked1st Page Google **As of 24 Sep 2010
FACT:NPQ Delivers 13.3 TIMES More Visitors Source: http://www.yps.com.sg/pdf/yp-fy07-results-presentation2.pdf http://advertising.insing.com/ http://www.streetdirectory.com/advertise.php
NBP Market Positioning • NOT a Directory • Only 1 client per product category per location • NOT Website Designer • Website designer don’t generate enquiries. We do. • NOT SEO Consultant • SEO consultant only covers search engines • We cover Google, Facebook and Youtube • Don’t over-emphasize “Guaranteed first 3 pages in Google”
We help businesses set up an Online Sales and Marketing Office that generates enquiries from
NBP Sales Process • Get a 30 minutes appointment with the Decision maker • Build rapport • Find out his business and tell him yours • We help businesses setup an online sales and marketing office, that generates enquiries from Google, Facebook and Youtube. • Confirm that getting more enquiries is his primary goal • Do the NPQ presentation • Ask for questions • Overcome objections • Ask for decision; emphasizing exclusivity hence scarcity • Process the sale
Where to Find Prospects • Target Market: Business owners • Where do they go? • Who else do they do business with? • Where do you find the database? • Where do you find people who has such database? Who has the SAME target market but selling DIFFERENT products & services?
Where to Find Prospects • Business Directories • Newspaper advertising • Classified ads • Google search • Advertising leaflets • Anywhere you find advertisements! • Accounting firm • Company secretarial firms • Office suppliers • Advertising firms • Business associations • Sports/Golf clubs
Marketing and Getting leads • Email preview invitation link to all database • Follow up with phone calls • Make your business known in your community • Join clubs • Attend networking sessions • Tell more people what you do and ask if they know anyone who needs help • Use social media marketing: Facebook, Linkedin etc • Presentation 1-on-1 or send people to company’s presentations
How to Get an Appointment • Full time; Make 15 calls a day EVERY DAY. • Part (HALF) Time: Make 4 Calls EVERY DAY • “ My name is XXXX and I am calling from NetProfitQuest. We help businesses setup an online sales and marketing office, that generates enquiries from Google, Facebook and Youtube. I would like to make a 30 minutes appointment to discuss how we can work with your company to get more customers. Would Friday 3pm be ok with you or Monday 2pm?” • Possible answers?
How to Get Pass the Secretary • Speak confidently. • Imagine that you are very important person and that if she don’t let you speak to the boss, she will get into trouble. But don’t be arrogant
Preparing for the Presentation • Google Keywords Tool • https://adwords.google.com/select/KeywordToolExternal • Demonstrate that prospects are searching for client’s business • Demonstrate the competitors are found in Google • Website Grader • http://websitegrader.com/ • Measures the marketing effectiveness of client’s website based on 50 variables
Preparing for the Presentation • Download and print out • NPQ Biz Portal Order Form • Business Information Sheet
Doing the Presentation • Keep it to within 30 minutes • Stop periodically • To ask questions • To ask for questions • To check for agreement/understanding • Stop presenting if he gets distracted
Doing the Presentation • Use Google Keyword Tool • Demo existing NPQ Clients • Found in Google • Posting updates and testimonials • Facebook viral comments • Show sample enquiries
Common Objections • Too expensive • Later…Think about it… • Need to check with others • Already got website • My sister can do this • My business don’t need to get online • Why not guarantee 1st page Google? • Can guarantee enquiries or sales or not?
Processing Order: See NPQBP Quickstart Guide • Process Payment (cheque or online credit card) • Online Credit Card http://payment.netprofitquest.com • Fill up “NPQ Biz Portal Order Form” • Client to fill in order details • eMS remember to write down eMS ID! • Fill up “Business Information Sheet” • eMS to record down information about the client’s business • Collect client’s photos, brochures etc
Submitting Order: See NPQBP Quickstart Guide • Submit to NPQ via email or by hand to office • Submit order online by logging in to Affiliate Centre
Coordinating the Implementation • Support Emails • eMS Issues: firstname.lastname@example.org • NBP Issues: email@example.com • Got a Question? • Community: www.NetProfitQuest.net • FB Group: NPQ e-Marketing Specialists http://www.facebook.com/groups/npqems/
Follow Through When Portal Goes Online • 1 session with client on how to post updates and testimonials • Help clients to post if client is technically challenged • Monitor enquiries for clients Happy Client = Renewals
Keeping the Client for Life • Build relationship • Do more than the minimum • Understand his business and his challenges • Get him to be active in the SMEC club • Keep in touch: send him stuff • Give him referrals
Getting Referrals • BEST WAY TO GROW THE BUSINESS • Just Ask • Establish satisfaction • Ask for help • Get agreement • Ask for contacts: emphasize that you would not be bothersome • Get it on-the-spot if possible • Call the contact • Call back referrer to let him know what happen (and ask for more contacts)
Target Part (half) Time; • Make 24 calls a week • Get 5 appointments • Make 5 sales a month • Total income: USD3,000 Full Time • Make 75 calls a week • Get 12 appointments • Make 10 sales a month • Total income: USD6,000
How to build a Money Making Machine • The focus in the next one year target is to build a significant client base; • If you built a 100 clients ONLY……..you make USD60,000 • Next year built another 100 …….you make another USD60,000 on top of last years USD60k • If you retire after that YOU continue to make USD120,000 for a long long time
5 REASONS • YOU are riding a trend • It is a blue ocean product • It comes with a guarantee • It has a “buy now” factor • You are building long term income
How to build a Team • Recruiting • Talk to one person a day; make a new friend every day • Get to connect with a business owner…if not get him to be a NPQ eMS • Look for people who wants to make money the smart way. • Building • Coach them through doing joint presentations • Help them to make money as soon as possible • Get them to training or train them yourself • Maintaining • Organise some joint marketing activities together • Help him to recruit others • Have periodic reviews sessions to provide help and inputs
Working as a TEAM • T.E.A.M. • Together Everybody Achieve More • A.B.C. • Alignment • Believe • Communications
Alignment = Believe X Communications • Alignment is the KEY to building a huge team • We can increase Alignment by • Increasing our Belief in NPQ business • Increasing Communications within NPQ
5 Core Values of NPQ Teamwork • Integrity • Respect • Gratitude • Giving • Open Blue
5 Basic Rules of NPQ Teamwork • Any new ideas, first discuss with your team leader • Do not pass negativity to your team • Do not criticize fellow NPQ eMS • No financial tussle • No relationship tussle