Digital Marketing Consulting | How to Sell Digital Marketing Services

How to describe and deliver your digital marketing services. Get access to the training here –

Congratulations. Today is the day that you forever change how you describe and deliver your digital marketing services. Stay tuned.

Today, I want to talk about how you package your services so you can describe them better and deliver them better. Here’s what most digital marketing agencies do. They ask the client, “Client, what do you want us to make? Do you want a new website?” The client says, “Sure. We want a new website.” You dig into your batch of digital marketing services, and you pull out the big, long list of possibilities: SEO, SEM, logo creation, digital marketing this, digital marketing that, PPC, CPM, YouTube, Twitter, Facebook, LinkedIn. Right?

You describe all these different opportunities that your client could use in better setting up their digital marketing presence. Your client’s eyes rolls to the back of their head. You totally lose them. Even if they decide to buy and become a client, they’re not quite sure what they purchased and then they ask you 100 more questions, 40 more followup meetings and the project gets bigger and bigger and bigger and less and less interesting for you.

t’s a broken model. I have no idea how we got into functioning that way, but I know that’s how it works for most people like you, so let’s shift that for forever and let’s think about it a totally different way. Here’s an analogy. Your client is trying to get from point A to point B. Your client is trying to travel from point A to point B. When they consider traveling, there’s three ways to travel. You can drive. You can walk or you can fly. Now, when you walk, that’s the slowest option. Right? That’s a matter of months to get over a long distance. If you drive, that’s a matter of days or a matter of weeks to travel a long distance.

When you fly, you can get there faster. That’s a matter of hours. Now, you and I both know that flying is the premium option. You know it costs more for that. If want it done and you want it done right now, flying is the only option. What I’m saying to you is that you should present your services like you are the flight option, and you should show your clients the flight path to get to where they want to go.

Now, there is some communication that happens while we’re on the plane. I bet you’ve experienced that happen while we’re on the plane. The vast majority of the plane is already built. The promise that the airline makes you is that if you’ll do your job and get on the plane, we’ll take you exactly where you want to be. Your services should be designed the exact same way. Let’s think about how that might be applied.

If you’re doing digital marketing services, there are certain things that your best client needs to already have in place. Right? They need to have an existing web presence if that’s important. They need to already have a target client. They need to already have metrics that matter to them. These are things that should already be in place. You got to be clear with your client what should already be in place. If they’ll get those things in order, then you can invite them onto the plane where things are already setup. There’s already a captain to fly the plane. There are already flight attendants. There’s already a seat waiting for them. They can jump on that plane. They can experience the process. You go through that process with them. When they get to step number five, they are exactly where they wanted to be. Right? Whether that’s more views, more likes, more shares, more revenue, more clients, whatever that number is for them that’s important to them, that’s exactly where they wanted to be.

The [role 00:05:08] for you is are your services designed this way? Do you challenge your clients to get their act together before you start working? Do you make it clear to your clients that there is a prebuilt process designed to get them where they want to go that is already staffed and waiting for them? Do your clients already understand that there’s a elegant way that you take them through the process that is easy and enjoyable for them to receive? Have you made it clear that by the time they get to step number five they are exactly where they wanted to be? Your services should not only be described this way, they should be designed this way so that when you make this promise, your team and yourself are already prepared to facilitate this for them. If you’re not here, that’s why you’re having trouble selling your services. I’ll see you in the next video.

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