How to Sell Internet Marketing
When you approach a business offering them local business marketing services, what do you think the first thing on their mind is? Believe it or not, it’s not always money. The first thing that most people want to know is just how much you can offer them in terms of knowledge and leverage against their competition. Once you demonstrate what you know and how you can position them, the focus shifts to cost.
Understanding your customer is one of the most important aspects of marketing and it should never be forgotten. To understand your customer’s needs for local business marketing services, you must first understand what products or services they offer. You must then understand your client’s customers.
What type of target audience are they aiming their marketing at? Can this be expanded?
Next, you want to understand their competition. Now, this will take some research on your part, but it will be well worth it to impress your potential client. What type of marketing is the competition using? What type of rank do they have with the search engines? Take notes on this information so that you can present it to your clients and show them what they are missing. This will usually instill a sense of urgency, so don’t be surprised when the quiet business owner all of the sudden starts pounding you with questions. That’s just the business owner’s competitive nature taking over. It’s also your queue to show them precisely what you can do to boost their clientele and overall profit.
If the client is focused on local business marketing services, then you should definitely make it a point to discuss a long term SEO campaign, blogging, social networking, and PPC campaign. Not all business owners will be privy to the PPC, and that’s understandable as it can be quite expensive. For these businesses, explain how PPC ads will give them presence and show them that they can start small.
Every business is different, as is every business owner. You are going to have to be able to relate to each every step of the way if you want their business. For this reason, it is important that you are able to create a variety of marketing options for every price range. The startup isn’t going to be able to afford as much as the established business, but over time that will change. Show them how it can change by showing them the numbers.
The most important thing to remember when you are attempting to sell your Internet marketing services is that you know your stuff. Your potential clients are going to ask you questions and you have to be prepared to answer them. If you tell them, “I don’t know,” then that instills the doubt that you will be able to perform the services that they need. This is why it is important to do your homework. Put yourself in their shoes and consider what it is that they want before you even pitch your services. This will prove to them that you can be trusted with their business.