1. Start with a Great Target List
If you watch a veteran search marketing salesperson, you will see that they seem to be getting inbound calls and email inquiries from potentially ready-to-buy advertisers. Unfortunately, half will be less than optimal, not real prospects... but the other half will be first class opportunities.
Watching those veteran sellers, you may wonder what sort of magic makes them so effective. What is the real magic? The seller and his/her company have been prospecting for years. The odds of cold calling someone today and reaching the final decision maker is low. But you can sow the seeds today- make sure they already know about you, and make them impressed enough to remember to contact you when they are ready. So, if you want a successful career, think ahead to the advertisers you want to be working within the next 1-3 years and begin pursuing them- without appearing desperate. Each day, given 10-30 calls (especially if you are in your first year of Search Engine Marketing Sales); you should have at least one good conversation with a decision maker at an advertiser worth talking to.
2. Prospect Every Day
Although this seems obvious, especially given the point above, it can sometimes be difficult. Since you sometimes actually reach an interested advertiser, you will tend to lose prospecting time. The interested calls can easily go 10-45 minutes (although, ideally, aim for a call that is only a few minutes long and results in a face-to-face meeting). Those calls often result in the promise to send something. That something can take an hour to 3 days to prepare (see below). Managing your time so that, despite these needs, you still find time to prospect every day can be the difference between having a great 2nd and 3rd year and struggling every inch of the way for the next several years.
3. Prepare for Each Meeting Like an Investor
Before an investor will put their money into a company, they want to know everything about that company. Therefore, apart from the information you will glean online and from various databases, etc., you need to make sure you understand how big the vertical is, how big a share your target-prospect has and their plans (ideally budget) and timing to grow that share. This level of information can only be acquired from conversations with the prospect. You may even need more than one good conversation before you can learn enough about this advertiser. Remember, you are also trying to determine if this advertiser is a good fit with your own agency. Given your competition, you may never get a 2nd chance at getting that advertiser back.
4. Create a Presentation that Tells Your Agency's Story
The normal flow of events leading to a sale with a new advertiser goes either through the RFP process or through a process led by the search agency. The RFP process gives the customer total control, the other gives the agency total control. Either way, you are likely to need two presentations. The first is either the RFP response or your agency's initial presentation; the second will include the agency fee structure. If you are involved with an RFP, you will likely be presented with a variety of categories (for example Proprietary Technologies, Bid Management Strategy, Service Team Structures, etc.) with a series of detailed questions below each. Your answers should tell a story how your agency services accounts. If the sale is outside the RFP process, then the focus still needs to be on telling that story: the story of how your agency's philosophy of servicing accounts is a superior fit for that advertiser.
5. Create a Sense of Urgency
Assuming the advertiser is trying to improve the ROI of their search campaign, the seller needs to be specific about the advertiser's timing for those changes. Even if the advertiser's goal is to increase their Share of Voice of search traffic (and conversions) to their vertical next year, the good search seller can build a sense of urgency in the client. How does one do this? By building a backward timetable.
Let's say it's currently January, and the advertiser wants to take advantage of the 4th quarter traffic increase. By describing each and every step leading up to October/November/December - along with the amount of time needed to test and optimize each step (including keywords selection, creatives, matching strategy, landing page, etc), you can easily show that advertiser that January is almost too late!
6. Involve Your Team of Experts Pre-Sale - Without Wasting Their Time
If the seller is the smartest person in their agency, then the advertiser will suffer having to work with a not-as-smart service team. On the other hand, if the service team is a bunch of rocket scientists that the advertiser never meets, then the advertiser may have trouble visualizing the benefits of working with them. What is the answer? Make sure you as a seller appear well-informed, but then top yourself by introducing the advertiser to at least one member of either management or the service team - ideally both. Consider the introductions of other team members a great "next step strategy."
7. Stay Involved While Handing Off Campaign to Your Account Management Team
Some agencies ask their sellers to stay involved after the sale - some even insist that the seller joins weekly Account Manager calls. Other agencies ask that the seller cleanly hands off the advertiser, turning to focus on the next sale. Either way, the seller is well advised to make sure they schedule a conversation (or 2, 3 or 4) during the first week/month of the new advertiser's campaign with both the Account Manager and the Client. The last thing a search seller wants is to learn - too late - that the advertiser was unhappy and unable to get resolution through the account team. However, there are two sides to every story - make sure you know the Account team's story too. It just may not be a good fit.
Steve Bookbinder, CEO and lead trainer for Internet Advertising Institute has over a decade of experience selling online media, search engine marketing, and advertising. He has written and co-written more than 25 books, articles and audio training programs, and is most recently the author, with Jeff Goldberg, of How to Be Your Own Coach.
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1. Start with a Great Target List
If you watch a veteran search marketing salesperson, you will see that they seem to be getting inbound calls and email inquiries from potentially ready-to-buy advertisers. Unfortunately, half will be less than optimal, not real prospects... but the other half will be first class opportunities.
Watching those veteran sellers, you may wonder what sort of magic makes them so effective. What is the real magic? The seller and his/her company have been prospecting for years. The odds of cold calling someone today and reaching the final decision maker is low. But you can sow the seeds today- make sure they already know about you, and make them impressed enough to remember to contact you when they are ready. So, if you want a successful career, think ahead to the advertisers you want to be working within the next 1-3 years and begin pursuing them- without appearing desperate. Each day, given 10-30 calls (especially if you are in your first year of Search Engine Marketing Sales); you should have at least one good conversation with a decision maker at an advertiser worth talking to.
2. Prospect Every Day
Although this seems obvious, especially given the point above, it can sometimes be difficult. Since you sometimes actually reach an interested advertiser, you will tend to lose prospecting time. The interested calls can easily go 10-45 minutes (although, ideally, aim for a call that is only a few minutes long and results in a face-to-face meeting). Those calls often result in the promise to send something. That something can take an hour to 3 days to prepare (see below). Managing your time so that, despite these needs, you still find time to prospect every day can be the difference between having a great 2nd and 3rd year and struggling every inch of the way for the next several years.
3. Prepare for Each Meeting Like an Investor
Before an investor will put their money into a company, they want to know everything about that company. Therefore, apart from the information you will glean online and from various databases, etc., you need to make sure you understand how big the vertical is, how big a share your target-prospect has and their plans (ideally budget) and timing to grow that share. This level of information can only be acquired from conversations with the prospect. You may even need more than one good conversation before you can learn enough about this advertiser. Remember, you are also trying to determine if this advertiser is a good fit with your own agency. Given your competition, you may never get a 2nd chance at getting that advertiser back.
4. Create a Presentation that Tells Your Agency's Story
The normal flow of events leading to a sale with a new advertiser goes either through the RFP process or through a process led by the search agency. The RFP process gives the customer total control, the other gives the agency total control. Either way, you are likely to need two presentations. The first is either the RFP response or your agency's initial presentation; the second will include the agency fee structure. If you are involved with an RFP, you will likely be presented with a variety of categories (for example Proprietary Technologies, Bid Management Strategy, Service Team Structures, etc.) with a series of detailed questions below each. Your answers should tell a story how your agency services accounts. If the sale is outside the RFP process, then the focus still needs to be on telling that story: the story of how your agency's philosophy of servicing accounts is a superior fit for that advertiser.
5. Create a Sense of Urgency
Assuming the advertiser is trying to improve the ROI of their search campaign, the seller needs to be specific about the advertiser's timing for those changes. Even if the advertiser's goal is to increase their Share of Voice of search traffic (and conversions) to their vertical next year, the good search seller can build a sense of urgency in the client. How does one do this? By building a backward timetable.
Let's say it's currently January, and the advertiser wants to take advantage of the 4th quarter traffic increase. By describing each and every step leading up to October/November/December - along with the amount of time needed to test and optimize each step (including keywords selection, creatives, matching strategy, landing page, etc), you can easily show that advertiser that January is almost too late!
6. Involve Your Team of Experts Pre-Sale - Without Wasting Their Time
If the seller is the smartest person in their agency, then the advertiser will suffer having to work with a not-as-smart service team. On the other hand, if the service team is a bunch of rocket scientists that the advertiser never meets, then the advertiser may have trouble visualizing the benefits of working with them. What is the answer? Make sure you as a seller appear well-informed, but then top yourself by introducing the advertiser to at least one member of either management or the service team - ideally both. Consider the introductions of other team members a great "next step strategy."
7. Stay Involved While Handing Off Campaign to Your Account Management Team
Some agencies ask their sellers to stay involved after the sale - some even insist that the seller joins weekly Account Manager calls. Other agencies ask that the seller cleanly hands off the advertiser, turning to focus on the next sale. Either way, the seller is well advised to make sure they schedule a conversation (or 2, 3 or 4) during the first week/month of the new advertiser's campaign with both the Account Manager and the Client. The last thing a search seller wants is to learn - too late - that the advertiser was unhappy and unable to get resolution through the account team. However, there are two sides to every story - make sure you know the Account team's story too. It just may not be a good fit.
