The document discusses tips for crafting compelling sales offerings for small businesses, including focusing on the customer's needs, showing results, using feedback, optimizing listings on directories and search engines, creating content for multiple platforms, and emphasizing a mobile-first approach as customers increasingly use smartphones. It also notes challenges small businesses face in online marketing and the importance of meeting customers where they are online.

1. WILL SCOTT, CEO SEARCH INFLUENCE @SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
CRAFTING A COMPELLING
SALES OFFERING FOR TODAY’S
MORE SAVVY SMBs

2. ANATOMY OF
A WINNING
SALES PITCH
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

3. DON’T BEAT
AROUND THE BUSH
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

4. IT’S ABOUT THEM,
NOT YOU
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

5. ALLEVIATE
PAIN
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

6. SHOW,
DON’T JUST TELL
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

7. USE REAL
FEEDBACK
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

8. MAKE IT EASY
TO SHARE
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

9. SAVVY SMBs
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

10. ALREADY KNOW ONLINE
MARKETING
IS A WAY TO WIN CUSTOMERS
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

11. ALREADY KNOW THEY
SHOULD USE SOCIAL MEDIA
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

12. ALREADY KNOW THEIR
CUSTOMERS
ARE FINDING THEM ON
SMARTPHONES
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

13. NOTHING’S MORE
COMPELLING THAN MOBILE
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

14. SMARTPHONE
ADDICTION
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

15. @SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
THE MOBILE
INTERNET SURGE

16. 48.45%
@searchinfluence
GOOGLE ORGANIC MOBILE USERS
FOR CRIMINAL DEFENSE ATTORNEYS’ WEBSITES
GOOGLE ORGANIC MOBILE USERS
FOR PLASTIC SURGEONS’ WEBSITES
48.6%
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

17. @searchinfluence@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
96%
FACEBOOK LIKES, COMMENTS &
SHARES ON MOBILE DEVICES

18. MOPOCALYPSE
IS ROLLING OUT
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

19. EARLY SIGNS
OF MOBILE
TRAFFIC LOSS?
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

20. WHAT EVERY
SMB NEEDS
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

21. @searchinfluence@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
HELP THEM
PASS THE
GOOGLE TEST

22. @SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
BREAKING
INTO THE
TOP 3
RESULTS

23. @SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
LOCATION,
LOCATION,
LOCATION

24. MOBILE = LOCAL
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

25. BARNACLE SEO
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

26. @searchinfluence@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
OPTIMIZE
THOSE
LISTINGS

27. @searchinfluence@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
WHY ONLINE
DIRECTORIES?

28. @SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
OWNING
THE TOP OF
THE PAGE

29. SOCIAL MEDIA = MOBILE
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

30. THE BEST
MOBILE STOREFRONT
IN TOWN
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

31. @searchinfluence@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
CREATING
COMPELLING
CONTENT

32. @searchinfluence@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
MAKING
CONNECTIONS

33. @searchinfluence@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
IT’S A
PAY-TO-PLAY
WORLD

34. @searchinfluence@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
WE KNOW
WHEN THINGS
ARE CHANGING

35. CONTENT SELLS
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

36. THE VALUE OF
CONTENT MARKETING
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

37. LET THE CONTENT
TELL THE STORY
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

38. MAKE IT EFFECTIVE
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

39. ANYWHERE
THE BUYER IS
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

40. CHALLENGES FOR
BUSINESSES
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

41. REMEMBER, IT’S
ALL ABOUT THEM
@SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION

42. WILL SCOTT, CEO SEARCH INFLUENCE @SEARCHINFLUENCE @W2SCOTT @LOCALSEARCHASSOCIATION
THANK YOU!
ANY QUESTIONS?