closing more sales, offer additional value added services, deliver more value to your merchants, and...

Welcome to the Daily Deal Builder Members Training Webinar. Grab a pen /

paper and let’s get started.

Presented on May 15rd 2013 by Marc D. Horne

Co-Founder, DailyDealBuilder.com

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Presented by Marc Horne


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Moving Beyond the Daily Deal Industry and Closing

More Sales








The Success and Future of Daily Deal Websites Depends on Their Ability to Go

Beyond the Daily Deal Industry

• Yes, be really good at one thing and one primary service, but be flexible and strive to provide your prospects exactly what they need.

• Each business is unique and has a different set of needs, wants, desires, and goals.

• Aim to help. Your service needs to be about helping them, not you.

• Put your merchants before your revenues. Build rapport and trust and focus #1 is over-delivering. When you successfully over-deliver, you will gain loyal clients, more referrals, and more revenue. Under promise & over deliver.

• “Can I help you get any new, loyal customers? No charges up front. My goal is to show you results, build your trust, and help you continue to grow your business & meet your goals. My recommendation / game plan in a nutshell is to ________. Let’s sit down for a 15 min meeting to finalize the plan. Sound good?”








In order to really compete, and build out a long-term, sustainable, and

profitable business, you must go well beyond the daily deal industry and

offer and deliver additional services, value, and long term results to your

merchants.








Yes, as a deal site, your primary and initial motivation is most likely to sign a business up for a 50/50 split and run a

deal for them, and potentially broker the deal on additional deal sites or traffic

sources; but the companies who understand their prospect’s real needs, will be able to refine their pitch, refine

their offerings, and strategically help the business truly meet their goals.








People have always and will always love getting deals, and merchants will always want to run some form of promotional

advertising campaigns in order to bring in new customers, but the fact is that some

businesses shouldn't run a daily deal; period.








Each sales meeting or call that you have will be different. Using a canned

response will not work. Each business is unique and needs to be treated as such.








What They May Need or Want…By “they” I am typically referring to Restaurants, Spas / Massages,

Theatre, Shows & Movies, Dermatology, Hair Services, Outdoor Adventures, Hair Removal, Kids, Manicure & Pedicure, Clothing &

Accessories

• New, loyal customers

• More exposure and branding and a larger audience

• SEO and SEM help

• Photography and video services

• Organic & paid traffic

• Website creation or re-design

• Mobile applications

• Google Places listings

• Social media Help








Know what your prospects could benefit from before walking in their door…

• Do they have a presence on social media? How are they using social media? Does it look to be successful for them?

• Do they have a website? Is it optimized to acquire leads, subscribers, and customers?

• Are they listed on Google Places? Review sites?

• Is their site mobile optimized? Could they benefit from a mobile app of some sort?

• How well do they rank in the search engines?

• Have they run a daily deal in the past? What were the details? Was it a success?

• What are their busy times? Slow times? Off-seasons?

• What type of press or media coverage have they received?








Benefits Complaints

1. Influx of new Customers2. Increased Brand Awareness3. Ability to break into newer markets4. Quick Cash Inflows5. Ability to increase revenues in slower periods6. Upsell Opportunities7. Cheap advertising solution/ Low customer acquisition costs8. Keeps business looking busy9. Social media buzz10. Word of Mouth advertising from Deal Users

1. Low Customer Loyalty

2. Deal-Hungry Customers

3. Brand Devaluation

4. Low Margins / Large Commission Structure

5. Negative Online Reviews

6. Pushy Daily Deal Site Salespeople

7. Unmanageable Influx of Customers

8. Inability to capture customer information

9. Cannibalization of existing customer base

10. Difficulty in tracking loyalty of deal-users

Top sales closing techniques. Use a combination of them and always weigh

out your prospect…• The Columbo Close – “Just one more thing…” “is it {price, product, service,

perception, etc}?

• The Assumptive Close – Assume the sale is yours.

• The Puppy Dog Close – “Take the puppy home for a few days and see if you like it.”

• The Backward Close – “Can I get a referral to someone who needs ____.”

• The Hard Close – Think of the movie “Boiler Room.”

• The Relationship Close – Build rapport.

• The Take Away Close – The fear of having something taken away. “I’ll head over to your competitors place”








The Columbo Close “Just one more thing…”

• Columbo, the 1970's classic TV detective character, was one of the best closers of all time. He got people to answer questions. After the interogation, the suspects guards were let down and he would grab the doorknob and turn around and say “1 more thing.”

• The question or statement that followed that brief statement needs to pack a punch.

• After you finish the sales meeting or call and right before you are leaving, say “Just one more thing, ________”

• EXAMPLES:“Just one more thing, was it my {price, product, service, perception}?” “Just one more thing I forgot to ask, what will your final deciding factor be in your decision?” “Just one more thing, what is more important to you: Low price or high value?” “Oh, I almost forgot to ask about when you will be making a final decision?” “Just one more thing, I noticed your website is pretty terible looking. I’ve got a guy who can help you if you wanted.”








Top sales closing techniques. Use a combination of them and always weigh

out your prospect…• The Columbo Close – “Just one more thing…” “is it {price, product, service,

perception, etc}?

• The Assumptive Close – Assume the sale is yours.

• The Puppy Dog Close – “Take the puppy home for a few days and see if you like it.”

• The Backward Close – “Can I get a referral to someone who needs ____.”

• The Hard Close – Think of the movie “Boiler Room.”

• The Relationship Close – Build rapport.

• The Take Away Close – The fear of having something taken away. “I’ll head over to your competitors place”








Closing Sales and Signing Contracts

• Earn the right. Do you what you say you will. Show up on time. Be honest w/a firm handshake and eye contact.

• Ask for next steps and then close your mouth. Begin with the end in mind.

• Give & receive.

• Focus on value and benefits.

• Under promise and over deliver.

• Look professional. Be professional, yet friendly.

• Be prepared. Prior research is a must. P.P.P.P.P.P.P.

• Leave them with a branded gift.

• Follow up. Follow up. Follow up.

• Learn from previous failures and successes.








Why should they work with you?

• Get them an influx of new customers. Teach them how to make these new customers loyal

• Increase the companies brand awareness

• Help business break into newer markets

• Quick cash inflows for business. Pay out 7 days after promotion ends and remaining balance owed after 30-60 days.

• Ability to increase revenues in slower periods








• Upsell Opportunities

• Cheap advertising solution/ Low customer acquisition costs

• Keeps business looking busy

• Social media buzz

• Word of Mouth advertising from Deal Users

Why will they work with you?








Locking in deals• Be sure you set your meeting up with the “decision maker,” or

the one who makes “the marketing decisions…” It won’t do much good to present your services and not be able to get the go ahead to move forward…

• It only takes about 60 seconds for a merchant to get the basics of how a local daily deal works. But how does it work for their business? How does it work with their popularity? How does it work with their margins? If you don’t know that then you’re just wasting each others time.

• Carry a competitors reverse-engineered deal to help visually show how it would work. Be ready to list benefits and overcome complaints without pause.








You are not Groupon. Be flexible. Let the client know that you can also broker the

deal on other websites and that you can go beyond the daily deal industry. Your

primary mission is to help the merchant.








Presenting and Closing a ContractThis will not be the same every time. Document how it goes. Streamline…

• Show them one of their competitors daily deals that they have run and your findings about how successful it was. “… so I’d like to

show how your competitors did this and I believe we can make it much more effective to bring you new paying customers, large cash influx, (list remaining benefits)…

• Let them know your recommendations on price points and structuring the deal to make it better. Typically, businesses offer 50%-

90% off a product or service on a daily deal site. Your competitor went at this rate… I believe your price points and margins are similar / higher / lower. We can also get creative. You can make a “Groupon only special” for instance and create a new product. Ex: Dinner for 2 package, paintball for 4, 50% off Skydiving Lessons… Secondary goals include social media buzz, growing your FB fan page, etc.








Presenting and Closing a ContractThis will not be the same every time. Document how it goes. Streamline…

• Show them the future. Moving forward we need to structure your deal and

price points and figure out how many new clients you wish to gain. From here, I will speak with 3-5 daily deal sites and negotiate the best possible percentages for your offering.

• Break out the contracts. Show them how you won’t get paid until the deal

site pays out the business and let them know once we get signed you will do some negotiating on their behalf.

• Request deliverables. Before speaking with the deal sites. You should know

pricing, deal structure or what product will be offered.

• Call or Email the Deal Sites. Let them know you represent a business that

has great reviews and wants to offer ______ for $___.00.

• Sign Contract.








Reverse-Engineering Properly:

The goal is to be prepared with ideas for a good offer for the merchant and show them what you found. Then work with that individual merchant to further hone in on the perfect offer.








Deal Analysis of Name of Competitor:

The players

• Merchant who offered the deal: • Primary competitors:• What & When they offered it:• Was it one of their standard services or was it a special promotion crafted for the deal site?• Site(s) they sold on? Nationwide? Global?• Expiration dates / terms & condition on the offer:• Additional notes on uniqueness of the offering, hook or mission of the deal site, and frequency that business has offered promotions:









The Numbers

•Original price? Sale Price?

• Was the business inflating their prices?

• # of units / vouchers / or coupons sold:

• “collective buying power” was or was not used? If yes, the minimum# was:

•Max units available was:

• Percentage the deal site took:

• Estimated transaction fees:









Reviewing the Info

• Sales and email copy that was used in the promotion. (You could just print out screenshot of the offering)

• What images and / or video was used in the promo?

• How did customers redeem the coupons / vouchers.

• Were there any positive or negative reviews of the deal?

• What was the satisfaction level of merchant?

• Would they run a similar deal again?

• What did the merchant like and dislike about the promotion?








My Recommendation:Streamline Processes

• Spot holes from competitors offering

• Pinpoint bottlenecks

• Issues & troubles

• Successes

• Positive & negative reviews…

•Tips on how client could do it better








Affiliate Revenue

• Become an affiliate of email management software, photography services, video services, mobile development services, shopping carts, etc.








• Find the right target customer with no website or a poorly designed website.

• Find the right organization to funnel your sales / leads through. Local company’s can work. You can hire our company, also.

• Offer a bundle package. Example, run a daily deal with me at a __% / __% split. We will include a website redesign and ____ for only $__.

Website Development








New Popup Subscribe Form

Increase optin conversion rates

The New Offer Layout

…will increase your sales conversion rates

Slick Side Bar Deals

New All Offers Page

Input social media URL’s in settings

Have them linked on your footer…

Shipped /Downloadable Upgrade

Copy Offer Plugin

• Making it so that an admin has the option to “Copy Deal” would open up the previous deal with the information pre-populated inside.








Multiple Price Points Plugin

• This plugin allows admins or merchants to input multiple pricing options.








These upgrades will increase your optinand sales conversion rates!

• No action required on your end.

• We’ll need to manually activate them on your site.

• If you want all 4 of these upgrades, we have made it as easy and cost-effective as possible by slashing prices.

• Activate all 4, or any of them separately, by visiting http://dailydealbuilder.com/plugins/



http://dailydealbuilder.com/plugins/






To learn more and launch a daily deal venture, we invite you to visit us on the web at:

http://dailydealbuilder.com

To download the PDF of these slides, visit:http://dailydealbuilder.com/members/5-15-2013-DDB-Training.pdf

Questions?

Thank you for joining us. Have a great day. Make 2013 HUGE!




http://dailydealbuilder.com/members/5-15-2013-DDB-Training.pdf














closing more sales, offer additional value added services, deliver more value to your merchants, and...

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