GOOGLE DIGITAL SALES

You have a meeting with a new client. Why would it be a good idea to share anonymized data (such as conversion rate and cost-per-conversion) from some successful clients in the same industry as this client?

To be so convincing that the client has no choice but to buy, because you know he enjoys looking at data To sound smarter and show the client that you are more knowledgeable than he originally thought you were To make the meeting last longer, so the client feels even more invested in the solution To stimulate dialogue …

You have a meeting with a new client. Why would it be a good idea to share anonymized data (such as conversion rate and cost-per-conversion) from some successful clients in the same industry as this client? Leer más »

You are nearing the end of a successful meeting with a client, when she tells you, “this all sounds really great, but I do not have the budget for Google Search right now.” What should you do next?

Explain the return on investment the client can expect and explain why she should make room in her budget Empathize and ask the client to tell you more about her concern  Ask the client if her long-term success is worth making room in her budget Find out if the client has someone she reports to who …

You are nearing the end of a successful meeting with a client, when she tells you, “this all sounds really great, but I do not have the budget for Google Search right now.” What should you do next? Leer más »

A question that includes factual information based on market research, such as, “Four in five consumers want search ads to be customized to their city or immediate surroundings. How are you approaching your local online opportunity?” is a good example of:

how to misinterpret data to persuade the client to buy Google Ads. a question that the client may not be able to answer, because it is confusing. a question that will upset the client because the client may feel as though you are questioning their current marketing strategy. demonstrating credibility, while also seeking to understand how …

A question that includes factual information based on market research, such as, “Four in five consumers want search ads to be customized to their city or immediate surroundings. How are you approaching your local online opportunity?” is a good example of: Leer más »

“I can see how that would be frustrating” and “That is a valid concern. Many of my clients have expressed that same concern before starting their campaign” are both examples of speaking with a concerned client. These types of responses are:

beneficial because clients buy from sales representatives they like. helpful because they let the client know her concern is valid and can help lower her resistance. only beneficial when speaking with a client that is more emotional versus logical. not beneficial, because clients do not need reassurance.

You recently read a great article about the importance of a quality mattress in preventing back problems and it reminds you of your client who owns several mattress stores. After reading the article, you:

call your client and tell him about the article, what you thought would be beneficial to him, and engage in additional conversation to see how you might be able to further help him grow his business. send the article to your client’s competitor with some insider notes on what you did for the client. This might be …

You recently read a great article about the importance of a quality mattress in preventing back problems and it reminds you of your client who owns several mattress stores. After reading the article, you: Leer más »

During a sales meeting, you use the Google Trends tool to show insights and link back to what the client said about hiring someone to create online campaigns for her toy store website. What is the purpose of doing this?

To let the client know you are the expert There is no purpose to linking back to what the client said It gives you an advantage in negotiating with the client It shows the client that the solution is customized to her situation

A good guideline for asking your client questions to understand her marketing needs and how you might be able to help her is:

ask questions only if you did not gather enough information from your pre-call planning. ask «yes» or «no» questions to show credibility and avoid confusing the client. uncover the client’s pain points so you can use them against her later. ask questions about the client’s current situation, desired situation and expectations.

Which is a benefit of doing pre-call planning before pitching online advertising solutions to a client?

To guarantee that the client will make a decision by the end of the meeting To prepare for potential objections the client may have Preparation is only important if you have multiple people meeting with the client and want to avoid confusion on each person’s role in the meeting Preparation is not critical if you have …

Which is a benefit of doing pre-call planning before pitching online advertising solutions to a client? Leer más »

A positioning statement is a quick 90 second explanation of what type of clients you work with, what challenges they face, and how they can benefit from working with you. When is it appropriate to use a positioning statement?

When the client has a very large budget and needs especially good treatment to ensure he buys Google Ads When you want the client to see you as a credible resource with solutions that can help him reach his business objectives When the client is not very clear in his responses to your questions and needs more help …

A positioning statement is a quick 90 second explanation of what type of clients you work with, what challenges they face, and how they can benefit from working with you. When is it appropriate to use a positioning statement? Leer más »