POWERFUL WAYS FOR DIGITAL MARKETERS TO SELL THEIR VALUE PROPOSITION 7
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POWERFUL WAYS FOR DIGITAL MARKETERS TO SELL THEIR VALUE PROPOSITION
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INTRODUCTION
Did you miss out on business because your company appears too pricey?
Believe it or not, you did not lose the business because you were priced too high but because you were not able to justify the price of your digital marketing services! Or maybe people are just not ready to pay for your expertise instead of your efforts.
SO WHAT SHOULD YOU DO?
To overcome such hurdles, use these highly proven value selling techniques.
Build and Position Your Brand to Bring Clients to You
◉ Bid goodbye to cold calls! ◉ Figure out your potential client’s pain
points and position your company as the solution to those challenges.
Project yourself as a company that does exactly what people would love.
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Positioning a small service: don’t hide your smallness. Instead, leverage it.
Turn it into a strength.
Empathize And Not Sympathize
People don’t buy for logical reasons. They buy for emotional reasons. So, it is very important to empathize with them. This is a powerful way to build trust and present your expertise.
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Your buyers are a fearful, irrational, and cynical bunch! You have nothing to fear but your client’s fear itself.
Pick The Right Opportunity
When you see a good opportunity, go after it. Don’t sit back and wait for things to happen.
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Also, don’t be afraid to scale your prices to match the value you bring to the table.
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*Knock knock* “Who’s there?” “Opportunity”
“Don’t be silly - opportunity doesn’t knock twice”
Solve Business Problems
◉ Identify problems ◉ Build strategies ◉ Solve problems
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Find creative solutions and present them with a storyline that will fit into their business model. This is one of the best ways to align your services in a way that clearly benefits the clients.
Identify problem
Build storyline
Propose & Solve problem
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One story beats a dozen adjectives.
Match Your Services Closely To Your Client’s Needs
Remove all pricing from your website. This has increased the sales for a lot of digital marketers. This entices people to contact you, gives you an opportunity to qualify them and eventually tailor something to match their needs. You can then convince them that the value you offer actually outweighs the cost.
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Client Agency
Inbound Marketing
Paid Advertising
Social Media Marketing
Growth of Fan Base
Brand Building
“
Setting your price is like setting a screw. A little resistance is a good sign.
Selling Your Value Proposition Through ROI
Help your clients visualize the type of returns they can get upon investing into digital marketing. An ROI analysis or projection will help prospects realize that their investment is certainly not going down the drain.
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ROI - Sales, Fans, leads, subscriptions, downloads, etc.
$XXXX
$ZZZZ $YYY
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“We tend to overvalue the things we can measure and undervalue
the things we cannot.” ― John Hayes
Believe In Your Value
◉ Do not hesitate to express your value! ◉ Make it your New Year’s resolution!
Working through this will definitely boost your sales and profitability within a short span of time.
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Budget
Interest
VALUE
Expectations
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Better services = easier marketing and selling
BOTTOM LINE Go out there and sell your value proposition which can
add value to a business or a person’s life!
Prospect You Meeting ROI and goal Projections
Deal Closed Timeline Happy Prospect
Sources 7
◉ Stonetemple.com/blog/ ◉ TheSocialMediaHat/blog.com ◉ Blog.christinedegraff.com ◉ Redesign2.com/blog ◉ Blogaid.net/blog ◉ Digital Marketing Deva ◉ Slides Carnival
If you are looking for a top-notch digital consulting agency, reach out to
us: [email protected] | (+65) 6653 8060
Author – Arjun Kumar [email protected] | @arjunkumar1986
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