Home » Jeffrey Answers A Question On How To Sell Social Media Management Services | Sales Tips

Jeffrey Answers A Question On How To Sell Social Media Management Services | Sales Tips

Jeffrey Answers A Question On How To Sell Social Media Management Services | Sales Tips


Jeffrey,

My company helps small B to B businesses plan a video strategy and develop web series and webinars to tighten their bond with their customers. I’m feeling a great deal of resistance from people about creating videos to grow their business. The objections seem to fall into 2 major categories: 1-fear of visually being on the web (in fact, their social media is probably non existent as well) and 2- I can do this myself. I can hire the kid next door. Besides leaving them a copy of Social BOOM!, which I do, what approach would you suggest?

Pat

Dear Pat,

My recommendation is that you have examples of video testimonials from other customers, not just about a video testimonial of a third party, rather a video testimonial about you. About how they were reluctant, about how they thought the kid next door could do it, about how they though the price was too high, about how they thought they were ugly on film. All of the elements that you have as objections can be overcome by an existing customer who loves you. That’s the easiest way to do it when so when you get the objection you can say “Oh, you know what? You may be right but let me show you how a couple of my customers feel about the entire process.” That’s the first half of your presentation. The second half should be examples of what you’ve done that rock. Examples of what you’ve done that are up on somebody elses Facebook business page or up on their YouTube channel that has 2,000 or 3,000 views. Your job is not to give a sales presentation. Your job is to show examples of how other people how can use and profit from what it is that you do. Do that, you win.

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