Sales is and should be the main focus of every marketing agency business. After all, if there are no sales, then there is no business. Therefore, it is essential that agencies have a process and system in place to help them close more deals with potential clients.
Here are four top ways to close more deals for your agency:
Build Rapport and Relationship First
The first step to closing more deals is to build rapport and a relationship with the potential client. This can be done in various ways such as through social media interaction, phone calls, or face-to-face meetings. You must take the time to get to know the potential client and their business needs before trying to sell them anything. True business rapport is built when you have a clear picture inside where the business owner REALLY is in their business.
Understand the Client’s Objections
The second step is to understand the client’s objections. This can be done by asking questions and really listening to their answers. Many times, clients will tell you what their objection is if you just take the time to listen. Other times, you may have to probe a bit deeper to uncover the real objection. Once you know the objection, you can then address it directly and put the client’s mind at ease.
Offer a Solution to Their Problem
The third step is to offer a solution to the client’s problem. This is where your marketing expertise comes in. You must be able to show the client how your agency can help them overcome their specific challenges and achieve their desired results. This is done by presenting a well-thought-out proposal that outlines your proposed solution in detail.
Ask for the Sale
The fourth and final step is to ask for the sale. This may seem like an obvious step, but you’d be surprised how many people hesitate to do it. Asking for the sale is simply a matter of stating your case and then asking the client if they’re ready to move forward. If they are, great! If not, you can continue working on building rapport and addressing their objections until they are ready to buy.
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