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How to pitch clients for digital marketing to generate more sales, How to convince clients for digital marketing to generate more sales
If you’re struggling to find your potential client, acquire your first customer or build a base of digital marketing clients, this article is for you.
In this article, we will charm you with customers objections to hiring digital marketers, how to have a successful pitch both marketing and sales pitch, how to find your target market, how to crate marketing funnels that integrate with sales and tools for marketing and sales implementation to get the ideal client.
Business owners objections to hiring a digital marketer and how to characterize it
You are trying to get your first client. You have a perfect portfolio, 3 years experience in content marketing, satisfied customers from your previous workspace, a clear differentiation, and even you know your digital marketing industry niche. Still, you don't succeed to convince them to be hired.
Customers tell you that they don't need your services, they have other digital marketers who manage their content marketing, they don't have the budget, it is not a good time to start, or they don't believe you can deliver what they need. These are customers' objections, you will encounter and needed to be solved.
When customers tell you that don't need your service, They simply believe that they can do marketing by themselves. They don't see the benefit of working with you. This is the added value objection.
When customers tell you they hired another digital marketer, they raise the competitor's objection. In this case, they are afraid of making changes that will hurt their business performance.
When they don't believe you, it means they don't trust you, your company or themselves. Hence, they may think you are lying, your company would not solve their issues, or they wouldn't cooperate as needed. This is the trust objection.
Last, they don't see how you will give them a solution. in this case, they don't think the benefits of your digital marketing services match their pain and goals. This is the value objection.
How to convince clients for digital marketing in general and why to hire you
Many business owners do their digital marketing efforts and activities on their own. It is like trying to fix a shoe without being a shoemaker. They will, probably, do a terrible job.
The same goes with marketing. Anyone can have a digital business. However, would they know how to manage their social network, find the best Facebook group, how to target their audience, what is the right message to approach them, how to do SEO in general and SEO audit more specifically, etc. We even didn't start to elaborate on the entire activities they have to do, to run their business. It means that, they will easily stop marketing themselves.
This is where you can contribute with your digital marketing skills. You should master 2-3 different digital marketing skills. Hence, the chances they will return their investment is much higher with a professional. Also, they could free up their time to manage the business. These are the main reasons why they should want a digital marketer. Let's dive a bit more regrading the competitors, trust and value objection. Click on the tab to read the example.
- Customers' competitor objection
- Customers' trust objection
- Customers' value objection
You can say that it is great that they are promoting themselves seriously via SEO. It is, always, good to check what the market has to offer. This is due to shifting evolving constantly. You can also manage their social network. This may affect your domain authority score, and thus your entire SEO.
I know that we still don't know each other, but I'll be happy to change the situation. This is why I give a trial period. Meaning, I'll do your email marketing for 3 months instead of one year. Most of my customers hired my services for 3 months, and then became annuals.
I'm sure that you have tried many digital marketers before, and it seems that you were disappointed. When I'll manage your digital marketing campaigns, I'll earn a smaller fee for my work than other PPC managers. I'll charge a commission for each lead being received from more campaign and close the deal. In this situation, I'll have more interest to help you grow your ecommerce businesses.
How to approach prospective clients
You can start building a sales pitch. However, many times, customers will avoid hiring you because they don't know you, or you don't apprehend what is their obvious and hidden need.
Think about all the times that you have referred to a customer via private message on Facebook or LinkedIn. You wrote to the potential client that you provide SEO services. You will add backlinks to high - priority websites. Most customers declined, and many others ignored your offer. You require potential current clients to know you. Hence, they can trust you, and that you will deliver what you promise.
So how do you do that?
Stick to what you are best at
How much would you want to get married to your business? More seriously, do you really like what you are doing? Do you have fire in your eyes each day?
In each business, you need to have a great desire for success. Each morning you have to recharged yourself with new energy for new challenges to come, and they will!
Search for digital marketing opportunities
Look for prospective clients. Ask yourself who will want your services the most, what can you give that others can't, what your competitive advantage and added value.
Research the market
Analyze the number of competitions in 5-6 niches. Then, examine where there are fewer competitors and less dominant. Additionally, prefer niches you can penetrate faster or have more profitable customers. End with 2-3 niches to aim at in your digital marketing solutions.
Expose your digital presence
So, you know what digital marketing services you can deliver, and which are the best niches to target. Next, you should start uncovering yourself to attract customer attention, like: uploading posts, writing articles, publishing videos, podcasts, infographics, tables, charts, quotes, relating to other posts, etc.
Attract customers attention
Next, you will have to grab their attention by using images, attracting titles, great introductions and storytelling.
Engage with your prospects
The last phase in marketing will be engaging. This is the first stage that you will start your cold pitch. Meaning, you will ask your ideal client to connect with you. Simply, try to find common interests, mutual friends, customers who like, reply or share your content.
This is the message we use to connect with prospects, and it works like magic.
Hi (first name), Thank you for liking my post. I highly appreciate that. I'll be happy to keep exchanging ideas. Take care!
Then, you can have small talk. It depends on the type of customers you need to sell to. As long as, your services are more expansive, the niche is more unique or the types of customers, you will have to build rapport. In any other cases, you can move forward to promotion.
Promote your freelance digital marketing services
This is the phase you ask your prospects to take action. You start by motivating them to visit your website, giving their email address, or phone number. In return, you will give them some value for free or at a very low cost. You offer your business clients worksheets, read an article on your website or social platform, watch a video you created, reports, charts, free consultation and so on.
Here are some examples, you could be charmed by. Click on the tab to read the example.
- Example one
- Example two
- Example three
I read that you are the owner of a real estate agents company. So, you may find this article valuable for your needs. It is about how to bring consistent traffic of real estate agents to your website. Is bringing more traffic something you want?
(first name), thank you for accepting my invitation to connect. As the owner of a restaurant, you may not have enough time to market yourself. Thus, you give other digital marketers to promote your business. Still, you can learn very easily how to supervise your digital marketers in Google my business. Hence, to get more results. I wrote a checklist on how to promote Google my business. Would you like me to send you the link?
Hi, (first name) nice to e-meet you. I looked at your profile and saw that you are an expert, a business development consultant. I thought you would want to learn more about how to target your audience through paid campaigns on Facebook. Would you like to receive a worksheet regarding this subject?
These are examples of a cold SEO sales pitch, Google my business and paid campaigns, elevator pitches. After prospects start to follow you, it is time to move to the next pitching process, sales.
Build your own elevator pitch templates, a sales script
The next step is to start selling your services. Think about all the times that customers have given you their phone numbers or scheduled a Zoom meeting. This has happened after a tone of marketing work and lead generation.
So, you have started the sales conversation, make the customer laugh a bit, and reveal her needs. But when she asked you a question regarding your obligation to her success, you hesitated. When that occurred, the chances of closing the deal diminished.
This is where you ought to have a sales script. It could be even inside your head. It will be separated into 2 parts:
We have elaborated on the sales objections at the beginning of this article. If you want to learn more about it, read this article.
Additionally, you will need to control 5 stages in the sales process to close more potential customers.
Stage 1 the sales introduction
This stage will have a huge role in the sales success.
You will have to check that you are speaking with the right person, who you are, what the main goal of the conversation is and what your added value.
Example you can be charmed by:
Am I speaking with MR X? My name is Jones. I'm an expert on managing social media posts. I'll increase your site visitors for at least 10% more from social media.
Stage 2 the sales questions
This is the most important phase in the customer journey to close the deal. You have to characterize customers' needs, reveal them, customers' level of maturity to buy and then skip to the presentation phase smoothly.
Examples to be charmed by:
- Characterize question
- Pain question
- Maturity to buy question
How many posts do you upload a month on the digital marketing channels?
Do you think there is room for improvement?
How much would you like to improve your social presence?
Stage 3, the sales presentation
This is the phase you will address your target audience's needs. You will describe how your social media marketing or any other digital marketing services will solve customers problems, or help them reach their targets.
For example, you are a blog content expert. Here are several sentences how you should use your sales pitch.
I'll write blog posts that will lower your bounce rate, improve session average duration on the particular page and on the entire website. This will increase your ranking on search engines and thus the traffic to your website.
I'll write articles that will improve your conversion rate by writing to the point, writing on what really interested your target audience. It will be evident that you are an expert in your field. Accordingly, they will leave their contacts more easily.
I'll write the articles within 5 business days and most likely less. So, you can share them on digital channels faster and bring more traffic to your website.
Stage 4, the sales closing
This is the last step in the sales conversation before objection handling. In this phase, you will ask the customers to meet, sign an agreement or hire your services.
For example, you are an expert on social media content. Here are 2 closing sentences to be charmed by:
- Example one
- Example two
When can I start promoting your social presence?
What content would you like to start uploading for you?
Stage 5, the follow-up
Many times, customers wouldn't close the deal in the first interaction. It can take 5 attempts or even more.
Hence, you will need a pitch and a system to follow up with the customers.
Here are 3 steps to follow up your customers to be charmed by:
- First interaction, WhatsApp
- Second interaction, calling
- Third interaction, emailing
Hi (customer's name), It was nice to speak with you:) I would talk to you as agreed. Meanwhile, I would much appreciate it, if you could watch this success story video (or recommendation letter\message):URL. You will see how my digital marketing strategy has promoted their business.
Hi (customer's name), I'll build your digital marketing plan. I've decided to give 20% off for the next 3 customers to add a strategy plan. Would you like me to save you a seat?
Hi (customer's name),
How are you?
I know that we have decided to move on, and I totally respect that.
I just have developed an improved service that we haven't spoken about. I thought that this would interest you.
Would you like to give you a demo free of charge and without any obligation from your side?
Best wishes,
Jones
You can use these examples and adjust them to your digital marketing business needs.
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Conclusion
In this comprehensive article, you have been charmed by research as to why customers will decline to digital marketing, how you can deal with their objections, what are the phases you need to establish before pitching your customers, how to use marketing and sales pitches to convince potential customers to close the deal.
As a digital marketer, it is extremely important to research the market Accordingly, you won't have to compete with every other agency and marketers. So it won't slide to a price war, and you can achieve your business full possible profits.
Moreover, always, market and sell yourself at simultaneity. Build a marketing plan on how, what and where you publish yourself. Back up your marketing with the sales process. Undermine for closing!
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