Businesses are realizing the critical benefits of digital marketing services for boosting their online presence and increasing sales.
A recent study found that online stores with a strong social presence generate 32% more sales compared to stores that ignore their online marketing.
You need to be able to properly promote your digital marketing agency to take advantage of the many businesses that are making the digital transformation.
Selling digital marketing services is very different from helping other businesses increase their sales. It is important to be able to sell digital marketing services to local, SMEs, and high-end clients.
We have created this guide to help you sell digital marketing services to any client. Continue reading to find out more.
Find out what you offer
Digital marketing services are not one-size-fits all. As digital marketing is a broad term that covers many types of services, it is difficult to sell them. You may not be able to offer all digital marketing services unless you have a 6-figure company with the resources to hire specialists.
You must first decide what kind of digital marketing services you are interested in. You don’t have to specialize in every type of digital marketing service, but it does not mean you should. As your agency grows you can outsource more services.
The most popular types of digital marketing services include:
- Search engine optimization (SEO).
- Marketing via social media
- Email marketing
- Pay-per-click marketing
- Content Marketing
- Marketing analytics
- Mobile marketing
You can start with one or two areas that you are most interested in, and then grow as your agency grows.
Know your customers
Digital marketing agencies that are successful know their target market. Everything else will be easier once you understand who you are serving. Contrary to popular belief, selling digital services to any company won’t increase your sales. In fact, it will decrease them.
Local businesses and SMEs look for digital marketing agencies that are familiar with their business. They feel they will be best represented by an agency that is able to understand their business. You need to choose a niche and narrow down your audience. It is important to show them that you are familiar with their business and their ideal customers.
How to Sell Digital Marketing Services If You’re New?
Do not panic if your agency has just started. You can still follow these simple steps to find your ideal client or “avatar”.
- You can choose a simple name such as Sarah, Jane or Chris for your avatar. This will allow you to present your avatar to your team.
- Split test studies should be done on three types of target markets or clients. This will allow you to track analytics and determine which type of client or target market suits your agency the best.
- Identify their budget and their goals. This could be to increase brand awareness, create more sales or reach more engagement.
- Keep in mind that your target audience is real. While you may have “created”, your avatar is only a representation of a potential customer who is ready to buy your services.
Your agency can’t be everything for everyone. But it can be everything for someone. A key component to a successful digital marketing agency is narrowing down your niche. More than 70% of businesses are going through a digital transformation by 2020. This means that there are more clients available to buy your services.
Locate Your Clients in the Right Areas
Once you have identified your ideal customer, you can find the best places to reach them with your services. If you are looking for a millennial client, you can find them on Instagram and Facebook. Your ideal client may be older and you might find them online, on Facebook, or in person.
Get your agency listed on DAN to sell your digital marketing services. DAN (Digital Agency Network), an all-in-one digital agency platform, allows you to be listed by your geographic location and can be easily found by businesses that require your services.
How to sell your digital marketing services?
When selling digital marketing services, the last thing you want is to sound like a used car salesperson. This includes the usual sales techniques such as cold calling, clarity calls and spamming clients digitally.
Another way spammy digital marketers use to reach out to companies is by telling them how awful their online marketing is. These tactics are old and will make the company feel attacked, rather than being helped.
You must first gain their trust and credibility. This can be done by researching their company, finding out their target audience, their marketing strategies, and having clear answers about how you can help them improve.
This shows that you care about your clients’ success and not just the money you make. This is especially true when you sell digital marketing services to high-end customers.
It is difficult to know how to sell local digital marketing services. This is because it is easier to do in person. This eliminates the risk of appearing spammy via emails. It is more effective to have a conversation with someone in person. You can ask questions and engage in conversation about their problems while trying to promote their business.
Talk to their Desires
It can be easy to get distracted by trying to sell a lot at the beginning of your agency. You will start to view potential customers more as dollars than people.
This leads to dehumanization of them, which can lead to a lack of connection with them and their needs.
Talk to them about their hopes and struggles. PR Newswire recently found that 79% of customers will only purchase from brands that show they care about their business. Before considering their services, these customers must feel that the brand or agency they are dealing with understands their needs.
This is done by listening to your customers and offering them services that will improve their lives or their business. People start startups to have more control over their lives. You can speak directly to their needs by telling them how your services will allow them to spend more time with their families.
Show them more value
You should be aware that potential customers are likely being approached by multiple digital marketing agencies. You need to increase your value and demonstrate that you are the best digital marketing agency.
Be sure to offer added value before you consider introducing the price of your services. You could offer your website audit free of charge, pointers or your Ebook free of charge.
Do not overwhelm them with too many ways that you can help. Instead, focus on one area and show them how your assistance can make it better.
Find out the level of expertise your potential client has
You will discover that clients have different levels of digital marketing knowledge as you meet more people. You can either be a beginner starting a startup or have intermediate knowledge. Or you can offer your services to digital marketers who are more experienced. ).
For Beginners
The beginner client may have some knowledge but mainly from their online research. Although they may know what they want, they don’t know how to put it into practice.
Intermediate
Intermediate clients may have some knowledge of digital marketing and would be willing to hire you once their business has grown. Show them how your services can help them make their lives easier and grow their business.
Advanced
Advanced clients may be familiar with digital marketing and have created their own ads. Your services can be sold by showing clients that they can speed up the process and allow them to live a more fulfilling life.
Find out more about selling digital marketing services
This is the complete guide for selling digital marketing services and how to approach different customers.
The post SME And Local Businesses Guide To Sell Digital Marketing Services appeared first on Kobe Digital.
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