Objection Against Social Media - How to Overcome This - Can You?

by MAJ
11 replies
I was going to upsell some social media advertising to a client, but he said to me, people don't search for products on FaceBook, they search for products on Google. I didn't have much time to come up with an answer as he went off on a completely different topic and quickly ended the call.

How would you handle this objection?

=====================================
Why should I advertise my plumbing service/window company/accounting service/pool builder/etc. ... on FaceBook/Twitter/Etc. ... when people don't go there to search for product/services? They're on there to socialize.
=====================================
#media #objection #overcome #social
  • Profile picture of the author elitementor
    Don't miss the boat. Facebook is used for a lot MORE than socializing
    How about the simple fact that people often ask their friends for a referral on a product or service on facebook. You say this is a client of yours that quickly ended the call?

    The beauty of my business is, I treat my clients with respect; they sign my checks. So if someone decides they don't want OR need my help... it's ON to the NEXT! I get to pick and choose who I want to do business with and help their business GROW.



    Originally Posted by MAJ View Post

    I was going to upsell some social media advertising to a client, but he said to me, people don't search for products on FaceBook, they search for products on Google. I didn't have much time to come up with an answer as he went off on a completely different topic and quickly ended the call.

    How would you handle this objection?

    =====================================
    Why should I advertise my plumbing service/window company/accounting service/pool builder/etc. ... on FaceBook/Twitter/Etc. ... when people don't go there to search for product/services? They're on there to socialize.
    =====================================
    {{ DiscussionBoard.errors[2953159].message }}
  • Profile picture of the author tryinhere
    You could would work of the same principles as google does with the display network, where it is more geared as a brand awareness / marketing medium , if you look up googles display network it will give you a short spill.
    Signature
    | > Choosing to go off the grid for a while to focus on family, work and life in general. Have a great 2020 < |
    {{ DiscussionBoard.errors[2953246].message }}
    • Profile picture of the author SuccessBlogsUK
      In future if you get caught out like that say something like "Most of the people I speak with say exactly the same thing, until they see the benefits of (fill the gap...........)"

      That way you make your client believe that everyone thinks like him and he is not alone, but also that most of the people you spoke to came round to your way of thinking.

      It also closes that objection any further down the line.
      Signature
      Offline marketer and trainer, learning online marketing from this forum. Happy to give back any way I can.
      {{ DiscussionBoard.errors[2953316].message }}
      • Profile picture of the author pjfung99
        Originally Posted by SuccessBlogsUK View Post

        In future if you get caught out like that say something like "Most of the people I speak with say exactly the same thing, until they see the benefits of (fill the gap...........)"

        That way you make your client believe that everyone thinks like him and he is not alone, but also that most of the people you spoke to came round to your way of thinking.

        It also closes that objection any further down the line.

        SuccessblogsUK-
        Yeah the old "feel, felt, found" works:

        "I understand how you feel, several of my other clients felt that way too, but then they found that Social Media (insert your benefits here)..."


        Maj, some quick benefits off the top of my head:
        -people do biz with who they know, like, and trust (KLT). what better way for your customers and prospects to KLT you than by you socially networking with them?
        -free viral advertising via posts and fanpage "likes"
        -incentive coupons when they like your fanpage
        -optin form can go on fanpage (upsell to autoresponder/email marketing)
        -videos on fanpage
        -facebook ads are highly targeted
        -fear of loss, you want to be there before your competition. if his competition is thinking like him, he should be there cuz theyre not
        -contests via fanpages
        {{ DiscussionBoard.errors[2953732].message }}
  • Profile picture of the author Nathan Alexander
    I was on my way to a bookstore (a favorite activity and a dangerous place for my wallet) when I got sidetracked by an ad in a display front. I walked out with a pair of shoes that I had realized I needed, but had no intention of buying.

    I wasn't looking for them. But I was in a crowded popular mall, where people eat, socialize, shop and just generally go out for all sorts of activities. And the ad caught my eye even though the need wasn't high on my radar.

    So...


    You might tell them it doesn't hurt to be where your prospects are, even if they aren't actively "searching" for what the business offers. And it can certainly help a lot.

    Who is NOT on Facebook, besides those two guys in North Dakota and that one holed-up family in Montana?

    Ask him if they use dial up for their internet and then mention why not? The obvious answer, we've improved communications - things have advanced. Do they still say, "not!" in jokes? Of course they don't (one hopes).

    Kidding aside, why stay behind their competitors? Do they watch TV? Do they think the Target, Walmart and Best Buy corporations don't know what they're doing? A few commercials should be enough to convince anyone that social media, (and placing paid ads on social media) is important and relevant.

    Certainly they've noticed that companies are choosing Facebook as the place to send consumers to on their commercials and ads. It doesn't get any bigger than the Coke-a-Cola company - and that's what they do.

    They have big campaigns focusing on getting customers to go to the company's Facebook site. Not the main site, but the fan page.

    Why?

    Because they know the value of being "amongst" where their consumers like to congregate. They "get" it.

    Just a few thoughts...
    {{ DiscussionBoard.errors[2953309].message }}
  • Profile picture of the author fvandy
    I agree. Facebook marketing is not about selling stuff. Tell your client that it is about building lifetime relationships with customers. People who follow companies on facebook are more trusting of those companies and 60% more likely to use their products or services (Forrester Research).
    {{ DiscussionBoard.errors[2953598].message }}
  • Profile picture of the author MichaelHiles
    He's actually right to a very large extent. People don't search for products or services on Facebook. They follow things they like. Talk about things they like. Share links to things they like. What they like and do is an extension of who they are, and consequently, what they follow and what they discuss.

    The opportunity is to cultivate a core audience of fanatic followers where the ensuing conversation can be accessed by their friends, and friends of their friends.

    It's the "Tribe" approach, and that comes down to the willingness to have the ongoing conversation - and invest in the platform to enable that conversation.

    It's not driveby advertising. It's more like the old fashioned method of marketing in the bygone era of the mercantile economy, when people stopped in to the barber shop for a chat and a cut. They bought pies from Ella Sue and called up old man Wilson to come and fix their washing machine.

    Here's a small business located in my county seat of 2600 people. Welcome to Facebook

    Almost 800 fans. And they update the fan page all the time.

    Same town... 24 hour fitness center owned by my friend... Welcome to Facebook

    360+ fans who get instant updates everytime they post an event, special, etc...

    Here's another, extremely tiny business owned by a neighbor. I'm talking about a shop so far out in the country, that you need a GPS to get there. 158 fans Welcome to Facebook

    I have to get on him for not updating it more, but he's not really a computer guy and it's more his wife that does it for him.

    These are tiny businesses in local towns so small, there's probably more people in the average shopping mall in a major metro area at any given time than all the people in the entire town. Yet, these businesses are creating an ongoing dialogue with their fans, customers, friends, and people who are interested in what they're doing.

    Here's a small, independent furniture store in another small town of 7,000 people. http://www.facebook.com/#!/pages/Eat...33001430066364

    200 fans

    These are customers, friends, friends of customers, and in short, highly qualified prospects who would likely buy from you before searching for someone else simply because they have agreed to "like" your fan page and get messages from you. They're your tribe.
    {{ DiscussionBoard.errors[2953703].message }}
  • Profile picture of the author Voasi
    Originally Posted by MAJ

    How would you handle this objection?

    =====================================
    Why should I advertise my plumbing service/window company/accounting service/pool builder/etc. ... on FaceBook/Twitter/Etc. ... when people don't go there to search for product/services? They're on there to socialize.
    =====================================
    I'm with Michael on this and have told several SERVICE-BASED clients that Facebook isn't something they need because most service providers are PROBLEM SOLVERS, meaning when someone has a problem, they'll got to GOOGLE to solve that problem. Leaky toilet - Google. Electrical problem - Google. Engine Problems - Google.

    Now, that isn't the "end-all, be-all" for Facebook. Facebook is for companies that provide a service that someone can be SOLD on. For instance, popping up a lot are home organizers. They could easily use Facebook as a tool to give examples of how to organize there homes, little tips, etc... Another would be a local Bakery, giving out pics and videos of new breads, foods, cookies they have in. You could even stretch it to lawn care providers.

    For me, it's not what "box I can fit clients into" it's what tools do I use to create a custom box for them.
    Signature
    Want $6,000/mo. SEO Clients? Watch My Free Video!
    We do WSO Designs TOO!!! Best on WF! - Click Here
    {{ DiscussionBoard.errors[2954059].message }}
    • Profile picture of the author Steve Solem
      I was going to upsell some social media advertising to a client, but he said to me, people don't search for products on FaceBook, they search for products on Google. I didn't have much time to come up with an answer as he went off on a completely different topic and quickly ended the call.
      Does this client do any other type of advertising? People don't read the newspaper or watch TV searching for products or services to buy either, but being visible certainly helps when your ad catches the eye of someone who could use your services.

      Originally Posted by Voasi View Post

      I'm with Michael on this and have told several SERVICE-BASED clients that Facebook isn't something they need because most service providers are PROBLEM SOLVERS, meaning when someone has a problem, they'll got to GOOGLE to solve that problem. Leaky toilet - Google. Electrical problem - Google. Engine Problems - Google.
      I would tend to agree with that, but don't forget that people also ask friends and family if they know of service providers they can recommend when they have problems they can't fix themselves, so being visible and building a list of prospects via facebook would be a good idea for just about any business.
      {{ DiscussionBoard.errors[2955539].message }}

Trending Topics