Selling against Reach Local?

11 replies
I have a 1030 appointment in the morning with a sign company. He is looking to get away from Reach Local. Do anyone of you have experience selling seo/ppc/google places against Reach Local? If so, is there any advice you would give me?


Thanks,
RollTide
#local #reach #selling
  • Profile picture of the author Claude Whitacre
    Shouldn't you call Reach Local and play Prospect?

    I sure would.
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  • Profile picture of the author iAmNameLess
    reachlocal has high overhead... that means a lot of the price they're paying is being spent to cover their high overhead instead of the actual marketing.

    You can also use the bigger company line, and how your service, support and results are better because you give your full attention to clients because you're a smaller business and don't handle the same volume they do.
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  • Profile picture of the author Seantrepreneur
    Absolutely play the personal feel they'll get with your service over a big company.

    People love knowing they can pick up the phone and know that you'll answer when they have a question. Maybe even talk about how it's nice when small businesses stick together!

    Good luck!

    Sean
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  • Profile picture of the author tigerbait
    Originally Posted by rolltide View Post

    I have a 1030 appointment in the morning with a sign company. He is looking to get away from Reach Local. Do anyone of you have experience selling seo/ppc/google places against Reach Local? If so, is there any advice you would give me?


    Thanks,
    RollTide


    First thing you gotta do is lay the smack down on Johnny Football. Explain how you'll contain him, and not let him score 20 unanswered points... FTW!

    I'm kidding... just had to give ya a little ribbing. Good luck on your appointment.
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  • Profile picture of the author andybenson129
    I always get around reach local by selling transparency. They hide behind a lot of smoke and mirrors. You don't know how much they spend on ads and how much goes in their pocket. You also don't know what and where they are buying their clicks. If you can tell them you will dedicate x% to spend and x% is my fee, that will earn you a lot of trust and also give your customer some ammo to fend off their salesman that reach local can't respond to.
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  • Profile picture of the author MichaelHiles
    I think it's a losing proposition to compete against a massive player on price.

    The one variable you can control a lot faster and easier than a big competitor is ADD VALUE. You're not cheaper because you can't drive volume at the cost efficiencies. You CAN add value in ways that make yours a much more attractive offer to the right kinds of customers (not a low price buyer).
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    • Profile picture of the author sandalwood
      Originally Posted by MichaelHiles View Post

      I think it's a losing proposition to compete against a massive player on price.

      The one variable you can control a lot faster and easier than a big competitor is ADD VALUE. You're not cheaper because you can't drive volume at the cost efficiencies. You CAN add value in ways that make yours a much more attractive offer to the right kinds of customers (not a low price buyer).
      Michael just nailed it. You are the best one for the account because you ADD value. And, you are local aren't you? Do you understand the local market better than some big guy from New York City (sorry that was a play on a salsa ad).

      Anyway, it is MHO to play the value card.

      Tom
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  • Profile picture of the author John Durham
    For a short concise thread (So far) this is one of the most valuable ones I have seen in awhile. Thanks Chris!

    Great answers particularly from Hiles and Nameless IMO.
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    • Profile picture of the author SEO Hatter
      I recently encountered a Reach Local customer and their service is poor at best and at worst an outright con job.

      They offer a "flat rate, blind spend" promotion program using Pay Per Click. Sadly, there is no transparency - not even metrics of keywords that are performing on PPC. I won't put the link here, but if you search Google for "flat rate, blind spend PPC", you'll see a complete write up I did on Reach Local. I would recommend reading that article to anyone considering to use their service.

      In addition, this "flat rate, blind spend PPC" business practice appears to be a widespread among major print media companies trying to tap in to the burgeoning internet marketing space. Good luck.
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      • Reach Local dosn't have You.

        you are there, accountable, competent, and can create a Customized, better deal (value, not price) than a big sales organization.


        now go get um!!!
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