Podcast: Embed
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hide_on_mobile=”small-visibility,medium-visibility,large-visibility” sticky_display=”normal,sticky” class=”” id=”” margin_top=”” margin_right=”” margin_bottom=”” margin_left=”” fusion_font_family_text_font=”” fusion_font_variant_text_font=”” font_size=”” line_height=”” letter_spacing=”” text_transform=”” text_color=”” animation_type=”” animation_direction=”left” animation_color=”” animation_speed=”0.3″ animation_delay=”0″ animation_offset=””]In this interview, Patric Shannon, founder of LeadSnap, shared a highly effective approach to closing clients using heat maps.
By providing prospects with a clear visual representation of their rankings and educating them on improving their results, we establish ourselves as experts and build trust and authority.
This method has been taught to hundreds of agencies with great success.
By combining logical analysis with an emotional response generated from the easy-to-read format of the heat maps, we can induce potential clients to buy.
Furthermore, as many business owners are competitive, seeing their competitors outrank them can trigger them to take action.
Learn more about this by watching the whole video now below:
Outline of This Episode
- [0:09] Learn more about Patric and LeadSnap
- [6:33] A high level overview of LeadSnap
- [16:41] Patric walks through how to leverage LeadSnap
- [29:30] The Trojan Horse Strategy
- [37:25] How LeadSnap differs from competitors
- [55:15] Strategies to improve your GBP rankings
Patric walks through how to leverage LeadSnap
What problems are you looking to solve in your agency? Patric points out that the first thing most people want to do is land clients. LeadSnap is a full blown CRM that allows you to build complex workflows and automations. So how does his strategy to land prospects work?
Do some research on a company you’re interested in pitching. Let’s just say it’s Josh with an HVAC company. You can run a heatmap of an HVAC contractor in LA. So you can arrange the results of the heat map by average score. You can also click on different businesses and see how many reviews they have and navigate to the website.
Most of these companies have a Facebook page. Patric would go to their Facebook page and send them a message to initiate a conversation. You could send an email with a photo of their site and transition into a video showing them the heat map. Josh will understand that ranking for the term “HVAC contractor” will be beneficial for his business.
The heat map is a representation of the Google My Business area on search results. Patric shares that you can say, “It looks like you’ve been in business for 11 years and it’s obvious that you care about your customers because you have 163 positive reviews. You’re killing it. There are many strategies we can use to help improve your rankings. But just because you’re the best at what you do doesn’t mean you’ll rank the best” and then dive into some things you want to review with them.
You can show them how their rankings change in certain areas. Josh will understand that ranking for the term “HVAC contractor” will be beneficial for his business. You can share that they’ll see an increase in leads if they rank in the top three. You can visually show them the tremendous opportunities they have in different areas.
Once you’ve established that there’s a problem and an opportunity, you need to build trust with them. How do you do that? Give them examples of how to improve their rankings. They’ll see that you know what you’re talking about and have painted a clear picture. Most business owners are competitive by nature. When they see they’re being demolished by competitors, it gives them the justification they need to make a buying decision.
You can use Loom or Vimeo to create a screencast like this for these potential clients. If you introduce this into your sales conversations, you’ll see conversions go up and time to close reduced.
The Trojan Horse Strategy
Imagine you’re in a Facebook group for concrete contractors. You want to provide value for the group while also getting attention. The best way to do that is to seek out the most active participants and make them your targets. Why? When they respond to your post, it will notify the most people in the group.
Research that person and find out more about his company. Run a heat map and post it in the Facebook group. Point out the value that they’re consistently offering to the group and then share how this strategy has worked for you. Share how you would improve their Google Business profile.
Focus your video on your heat map. It will draw people in. Position this as teaching and providing value. It is a gift. Share that you only have time to help a couple of other people (and introduce scarcity). People will chase after you.
You can get these people into a follow-up sequence, get them on a strategy call, etc. But it’s all about leading with value.
How LeadSnap differs from competitors
What makes LeadSnap different from its competitors?
- LeadSnap has amazing spam filters and can block over 99% of form spam.
- You can completely manage communication with contacts in their system (texts, emails, etc.)
- You can manage your entire Google Business profile through their system.
- Everything in their system is linked so it’s easy to navigate.
- They have full-blown reputation management so you can build out funnels.
- You can easily create automation and follow-up sequences
- A system that can automate review collections
- They have an integration with Google Analytics to pull in real-time website data to use for reporting,
- LeadSnap will offer a system to track keyword rankings, trends for keywords over time, etc.
- The option to white label the system and sell it as if you’re the SaaS founder
- You can get notifications of suggestions in real time
- The ability to geotag and schedule photos to be added to your business profile
Patric dives into each of these differentiators in detail, so make sure you check out the whole episode to learn more and see if LeadSnap would be a good fit for your agency.
Resources & People Mentioned
Connect with Patric Shannon
Connect With Josh Nelson
- Josh’s Coaching Page on Facebook
- The Agency Success Facebook Group
- www.SevenFigureAgency.com
- Seven Figure Agency on YouTube
- Josh on Twitter: @joshnelsonimc
- Josh on LinkedIn
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