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What outcome/digital marketing service do business owners want the most?

by Dreamchasing
5 replies
I'm just starting a digital marketing agency, and offer many digital marketing services.

Trying to figure out what services or outcomes business owners of small and medium sized businesses want to buy most. We're thinking a lot about how to sell here, so thought I'd create a thread where we can discuss how business owners buy.

Conversion rate optimization, web design, PPC, SEO, websites, funnel creation, email marketing, lead capture, call tracking management, analytics management, copywriting etc... Even referral programs in some cases.

So basically I sell a complete digital marketing funnel for business owners that already have a website and are spending money actively on advertising online and offline.

I'm meeting some resistance in the market, and feel like I can't focus on what I should sell, because there's so much.

So I think I've learnt that it's like I sell a whole aircraft. But to be successful I must start with selling a part of the aircraft first, before I start selling the rest until they aircraft is complete. Do you agree?

I know most business owners don't wake up and go "I must have a lead capture"... That they want the result (like more customer calls etc), but still when you sell you got to lead back to your solution, how it works and what you offer.

1. Have you found a "service/market" fit? Or any specific outcome you've learnt that business owners value the most. What services do you see is known and most wanted by business owners?

2. Do you agree that even if you offer all of the services I described, that you should focus on 1 thing first? Or do you offer more than that, but you approach it in a different way to not meet resistance?
#business #marketing #outcome or digital #owners #service
  • Profile picture of the author DABK
    You're all focused on what you sell. You should be focused on who needs something that others aren't giving them that you can give (or on something others aren't covering as well as you can).

    What business owners want it more revenue or more profit or both. What you want is the same. They want it by getting more or better or more and better clients. You want the same.

    If I came to you and told you I could make you an awesome page, odds are you wouldn't be interested.

    If I came to you and asked you what's going on with your business and what you want to take it, you might tell me something that would make me think: facebook page. Then I'd propose a facebook page.

    There are business owners who've decided they need a new website, a facebook page, SEO, or whatever. You would, of course, approach those with the idea of selling them a new website, facebook page, SEO. But if it doesn't get them the results they expect... because it's not what's needed to move their company closer to bigger revenues/profits, you're going to be at fault.

    If you want repeat business/referrals, you still have to analyze their situation and, if you think what they want to buy is not the way for them to get what they want, you must convince them to buy the tool that would get them what they want or not do business with them.

    Someone who can't sell the furniture in his store at more than cost won't benefit from a mobile optimized site. Someone who can't convert leads, won't benefit from PPC.

    Find out what problems people have and, then, if you have a solution, sell it to them.

    For me, I found out that sites for mobile phones/apps are easy to sell, SEO hard. I.e., things that new and easy for them to imagine/visualize and can be done fast are easy to sell. Things that take a long time to produce/implement are hard.



    Originally Posted by Dreamchasing View Post

    I'm just starting a digital marketing agency, and offer many digital marketing services.

    Trying to figure out what services or outcomes business owners of small and medium sized businesses want to buy most. We're thinking a lot about how to sell here, so thought I'd create a thread where we can discuss how business owners buy.

    Conversion rate optimization, web design, PPC, SEO, websites, funnel creation, email marketing, lead capture, call tracking management, analytics management, copywriting etc... Even referral programs in some cases.

    So basically I sell a complete digital marketing funnel for business owners that already have a website and are spending money actively on advertising online and offline.

    I'm meeting some resistance in the market, and feel like I can't focus on what I should sell, because there's so much.

    So I think I've learnt that it's like I sell a whole aircraft. But to be successful I must start with selling a part of the aircraft first, before I start selling the rest until they aircraft is complete. Do you agree?

    I know most business owners don't wake up and go "I must have a lead capture"... That they want the result (like more customer calls etc), but still when you sell you got to lead back to your solution, how it works and what you offer.

    1. Have you found a "service/market" fit? Or any specific outcome you've learnt that business owners value the most. What services do you see is known and most wanted by business owners?

    2. Do you agree that even if you offer all of the services I described, that you should focus on 1 thing first? Or do you offer more than that, but you approach it in a different way to not meet resistance?
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    • Profile picture of the author baxterblue
      Originally Posted by DABK View Post

      You're all focused on what you sell. You should be focused on who needs something that others aren't giving them that you can give (or on something others aren't covering as well as you can).

      What business owners want it more revenue or more profit or both. What you want is the same. They want it by getting more or better or more and better clients. You want the same.

      If I came to you and told you I could make you an awesome page, odds are you wouldn't be interested.

      If I came to you and asked you what's going on with your business and what you want to take it, you might tell me something that would make me think: facebook page. Then I'd propose a facebook page.

      There are business owners who've decided they need a new website, a facebook page, SEO, or whatever. You would, of course, approach those with the idea of selling them a new website, facebook page, SEO. But if it doesn't get them the results they expect... because it's not what's needed to move their company closer to bigger revenues/profits, you're going to be at fault.

      If you want repeat business/referrals, you still have to analyze their situation and, if you think what they want to buy is not the way for them to get what they want, you must convince them to buy the tool that would get them what they want or not do business with them.

      Someone who can't sell the furniture in his store at more than cost won't benefit from a mobile optimized site. Someone who can't convert leads, won't benefit from PPC.

      Find out what problems people have and, then, if you have a solution, sell it to them.

      For me, I found out that sites for mobile phones/apps are easy to sell, SEO hard. I.e., things that new and easy for them to imagine/visualize and can be done fast are easy to sell. Things that take a long time to produce/implement are hard.

      Agree 100%. Well Said.
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  • Profile picture of the author rr1455
    HI,
    What type of aircraft are you selling. I would develop a all video site and get some lead capture started. People would enjoy looking at your aircraft flying. If you need more help let me know, we have done quite a few of them.
    Roger
    Signature

    Roger Rohrs (skype: Scottsdale.video)

    http://www.apibestinclass.com

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  • Profile picture of the author isaacsmithjones
    I thought the aircraft thing was a metaphor...

    Anyway... Don't think about what you're selling. You can't really "Plan" on what to sell people, without enough prior knowledge of their business.

    Use the generic results that they're likely to want. E.g. More clients, more repeat clients, more profit, and just have a harmless chat with them, to see if they're a match.

    After you speak with them, you should know what they need. They might need 1 service. They might need 10.

    Don't worry about what you're selling. Think about what your clients need, and what it's WORTH to them.
    Signature
    Why wait for sales to earn an affiliate commission?
    Earn up to £20 per phone call as a MyCallPartners.co.uk pay-per-call affiliate!
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  • Profile picture of the author internetmarketer1
    Always know that every business is different.

    Every business owner needs something required to start advertising the right way, and not every single business will require a new mobile site if they have one or a reputation management service if they have great reviews.

    Understand that every type of business is different and may need something specific just to them.
    Signature
    Tired of Google?! Exhausted from all the rehashed trash?!
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