Steve Wiideman has sold over $4 million of inbound marketing services over the last decade using a very specific approach involving education, transparency, and building trust. Learn: 1. How to address the key pain points prospects have 2. How to build a sense of deficit to get prospects to practically beg you to take their money 3. Where to find the most critical improvement opportunities before your initial introduction call 4. How to equip your prospect with the knowledge they need not only to be successful, but how to choose the right service partner. 5. What collateral, proposal templates, and CRM Wiideman Consulting Group uses that have assisted in closing some of the largest enterprise accounts in the world. Leave with a strategic selling plan and tools to help you significantly boost future sales.

1. KEYNOTE
Steve Wiideman@seosteve | steve@wiideman.com
PRESIDENT,
WIIDEMAN CONSULTING GROUP
LOS ANGELES, CA ~ JUNE 14 – 15, 2017 | SALESSUMMITWEST.COM
#SalesSummitWest
Creating a Winning
Sales Pitch

2. Every Pitch Has a Beginning
#SALESWORLD @seosteve

3. My First Sale in 2010 Was $500
#SALESWORLD @seosteve
Corporate-level
seo plan
Price = $500
Time = 30 hours

4. The Value of That $500 Sale
#SALESWORLD @seosteve
SEP-OCT 2010
NEW REVENUE =
$125,000
ROI = 24,900%

5. The Following Week
#SALESWORLD @seosteve
Here we are,
again
No new clients
No income

6. The Following Week
#SALESWORLD @seosteve
Here we are,
again
No new clients
No income

7. Learning to Pitch
#SALESWORLD @seosteve
Creative
process
begins

8. What’s in My Arsenal?
#SALESWORLD @seosteve
Corporate
background:
experience
You can’t get without
A corporate budget

9. What’s in My Arsenal?
#SALESWORLD @seosteve
13 years of
Freelancing:
results
Proving the success of
Previous campaigns

10. What’s in My Arsenal?
#SALESWORLD @seosteve
Recognition and
validation:
expertise
Rookies just can’t
Compete against

11. What’s in My Arsenal?
#SALESWORLD @seosteve
Testimonials &
recommendations:
Social proof
Real people who have
worked with me

12. I Looked Really, Really Good, But I Couldn’t Sell
#SALESWORLD @seosteve
Experience, results,
expertise, & social proof
Are not enough

13. SALES IS NOT A
BUSINESS THING
Sales is All About
Relationships
#SALESWORLD @seosteve

14. What Does a Tech Guy Know About Relationships?
#SALESWORLD @seosteve
Many Techies are
introverts

15. One Day It Hit Me
#SALESWORLD @seosteve
You Have to
Give to Get

16. SALES IS ABOUT
SOLVING
PROBLEMS
Sometimes Sales is
About Finding
Problems
#SALESWORLD @seosteve

17. WHAT IS YOUR
BIGGEST PAIN
POINT?
#SALESWORLD @seosteve

18. My Next Sale in 2010 Was $3,500
#SALESWORLD @seosteve
Corporate-level
seo plan
Price = $3,500
Time = 30 hours
(That’s $117/hr)Photo: Amy Sancetta / Associated Press

19. SEVEN YEARS LATER…
#SALESWORLD @seosteve
SOLVING EASY
PAIN POINTS:
SUCCESS
YOU REALLY CAN DO
ANYTHING YOU SET YOUR MIND
TO

20. Addressing Key Pain Points and
Creating a Sense of Deficit
#SALESWORLD @seosteve

21. STEP 1:
DO DEEEEEEEP RESEARCH
IMAGINE YOUR COMPETITOR
IS ALSO DOING RESEARCH
#SALESWORLD @seosteve

22. Know the Answer Before Asking the Question
“we close 3 times more of our
prospects when we research their
problems first.”
Steve wiideman
President, wiideman consulting group
Share this: @wiideman @seosteve #SALESWORLD
#SALESWORLD @seosteve

23. With ONE Hour of Research, We Know…
#SALESWORLD @seosteve
 Competitive market share
 Traffic Referring sites
 Approximate ad budget
 Competitor keywords
 Competitor referral sources
 Basic technical issues

24. Provide a FREE Report
#SALESWORLD @seosteve

25. STEP 2:
ASK QUALIFYING QUESTIONS
ONLY AN EXPERT WOULD BE
ABLE TO ANSWER
#SALESWORLD @seosteve

26. WHAT IS YOUR CURRENT
CPA GOAL
WITH PPC AND SEO?
#SALESWORLD @seosteve

27. WHAT IS YOUR CURRENT
MARKET SHARE
ON TRACKED KEYWORDS?
#SALESWORLD @seosteve

28. WHAT % OF GROWTH WITH
CONVERSION RATE
MONTH OVER MONTH?
#SALESWORLD @seosteve

29. HOW ARE YOU IMPROVING
USER EXPERIENCE
FOR MOBILE USERS?
#SALESWORLD @seosteve

30. WHAT IS YOUR CURRENT
KEYWORD STRATEGY
LOOK LIKE IN HOW YOU
OPTIMIZE CONTENT?
#SALESWORLD @seosteve

31. WHAT IS DOES THE CURRENT
ATTRIBUTION MODEL
LOOK LIKE WITH FIRST
AND LAST CLICKS?
#SALESWORLD @seosteve

32. HOW DO YOU CURRENTLY
EARN LINKS
WHAT IS THE CURRENT
RESPONSE RATE?
#SALESWORLD @seosteve

33. IF YOU COULD FOCUS ON
ONE AREA
OF SEO THIS YEAR?
#SALESWORLD @seosteve

34. WHAT IS IT YOU LIKE
OR DISLIKE
ABOUT YOUR CURRENT
TEAM?
#SALESWORLD @seosteve

35. Blow Your Prospects Minds
#SALESWORLD @seosteve

36. PRACTICE ACTIVE
LISTENING
Look First to Understand
Then to Be Understood
#SALESWORLD @seosteve
-Stephen covey

37. EDUCATE FIRST
SELL SECOND
#SALESWORLD @seosteve

38. Buy in is Better for the Work Than the Sale
“we BELIEVE IN EQUIPPING OUR
CLIENTS WITH THE TOOLS AND
KNOWLEDGE THEY NEED FOR US TO
BE SUCCESSFUL.”BAHMAN ZAKERI
CEO, XIVIC, Inc.
Share this: @bahmanzakeri via @seosteve #SALESWORLD
#SALESWORLD @seosteve

39. WIIDEMAN CONSULTING
GROUP PROPOSAL
How We Sell to Prospects without
a Sales Team
#SALESWORLD @seosteve

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57. DO YOUR RESEARCH BEFORE YOUR INTRO
CALL
ASK FOR & ADDRESS KEY PAIN POINTS
BUILD A SENSE OF DEFICIT
EQUIP YOUR CLIENT WITH KNOWLEDGE &
TOOLS
#SALESWORLD @seosteve
Key takeaways

58. Everyone Loves Happy Clients
#SALESWORLD @seosteve

59. 14241 Firestone Blvd, La Mirada, CA
+1 562 732 4417
www.wiideman.com
steve@wiideman.com
Thank You!
www.linkedin.com/in/seoexpert
www.twitter.com/seosteve#SALESWORLD @seosteve