Digital marketing services
Sales Assessment Results

"We already have an in-house team for our digital marketing needs."

Great! Maybe you don’t need my services. Let me ask you, when was the last time you reviewed and decided on your marketing KPIs?

The response addresses the objection by acknowledging the prospect's in-house team, but it lacks depth in exploring the prospect's current situation and needs. The question about marketing KPIs is relevant and can lead to a valuable conversation, but it could have been framed in a more engaging and collaborative tone. It would also benefit from actively listening to the prospect's perspective and expressing curiosity about their current strategies. Additionally, there was no attempt to build rapport or demonstrate the unique value of your services. Overall, while the question is decent, the approach feels a bit dismissive rather than exploratory. To improve, consider acknowledging the strengths of their in-house team while also highlighting how your services could complement their efforts. This would create a more collaborative dialogue that could lead to uncovering potential gaps where your expertise can add value.

"How do I know that your services will deliver a better ROI than our current strategy?"

What is the current ROI of your marketing efforts?

The response is somewhat effective as it starts the conversation by asking for specific information about the current ROI, which can help you understand the prospect's situation. However, it lacks depth in addressing their concern directly. Instead of just asking for their current ROI, you should also provide a brief overview of how your services have helped other clients achieve better results, thus demonstrating value. Moreover, the tone is a bit abrupt; a more empathetic and engaging approach would build better rapport. Additionally, there's no closing technique or follow-up question to keep the conversation flowing. Overall, while the response opens the door for discussion, it misses the mark on effectively addressing the objection and demonstrating value. Consider adding more context and assurance about the potential benefits your services can provide, and engage more collaboratively with the prospect.

"Your proposal is significantly higher than what we've allocated in our budget."

I understand. And thank you for that. When you say this is significantly higher, what do you mean by that?

The response shows an attempt to clarify the prospect's concern, which is good for understanding their perspective. However, it lacks effectiveness in addressing the budget objection directly. Instead of asking for clarification, the salesperson should have acknowledged the budget constraint and provided a solution or alternative that could meet the prospect's needs. The tone is polite but could be more empathetic by expressing understanding of their budget limitations. A stronger response would include asking about their budget range and discussing the value or ROI of the proposal to justify the cost. Overall, there is a missed opportunity for value exploration and rapport building. Score: 4

"We've had a bad experience with a digital marketing agency before, why should we trust you?"

You know I hear that a lot, it’s tough because most agencies are simply offering a service rather than a result. The result is a potential byproduct. We are incentives by our clients growth and we offer a guarantee to ensure you get the results you’re looking for

The response effectively acknowledges the concern about previous bad experiences, which shows some active listening. However, it lacks a deeper exploration of the prospect's specific past issues and how your agency addresses those directly. The communication is clear but could be more empathetic to build a stronger rapport. The mention of a guarantee is a good value exploration, but it would be more impactful if you could provide specific examples or case studies of clients who had similar concerns and successfully benefited from your services. Additionally, consider asking questions to discover more about their past experiences to tailor your response better. Overall, there's a good foundation, but it needs more engagement and personalization. Score: 6

"Our target audience is very niche; how can you ensure that your strategies will reach them effectively?"

Great question! How have you rescued them in the past? We have thechnology that creates specific messaging for niche prospects and reached them on the platforms they spend the most time on. We’ve been able to get our clients meetings with people who are normally very hard to set up contact with. Can I show you how we do it?

The response starts well by acknowledging the prospect's concern with a thoughtful question, but the follow-up lacks clarity and directness. It’s important to address their specific objection directly before pivoting to your solution. The mention of technology is a good start, but it could be more detailed to demonstrate how it specifically applies to their niche audience. Asking if you can show them how you do it is a positive closing technique, but it could be more effective if you tied it back to the initial objection more clearly. Overall, the response is somewhat effective but could greatly improve in clarity and depth of solution focus.

"What happens if we don't see the promised results within the first few months?"

I understand. Marketing can be an uncertain game. Our clients typically see the results without the first 30-46 days but we understand that sometimes it just doesn’t happen for a number of reasons. What would be a reasonable course of action in your mind if that happens?

The response effectively acknowledges the prospect's concern, demonstrating active listening. However, it could be improved by providing more specific reassurance about the steps taken if results aren't met, rather than just stating that it can be uncertain. The question posed at the end is a good attempt at fostering curiosity and discovery, but it could also benefit from a more proactive closing technique. Overall, the tone is appropriate for digital marketing services, maintaining a collaborative approach without being overly defensive. To enhance this response, consider outlining a clear plan or guarantee for addressing unsatisfactory results, thereby increasing the perceived value of your services. This not only demonstrates understanding but also builds trust. Score: 7

"We're in a slow growth phase right now; is this really the right time to invest in digital marketing?"

Whether growth is slow right now or fast. There are a number of strategies that can be implemented that can save you money or compliment and enhance your current efforts. Maybe a $10,000 a month Google ads budget is a bad idea right now. But $1000 a month focused on retargeting people who submitted their info but haven’t closed is a great way to get a return on investment without having to worry about a flood of leads coming in. Would you be open to me providing g a few more ideas that would fit into your current strategy?

The response effectively addresses the concern by acknowledging the slow growth phase and suggesting cost-effective strategies, which shows a solution-focused approach. However, it could enhance clarity by explicitly acknowledging the prospect's hesitation about investing in digital marketing during this phase. The tone is generally appropriate for the industry, but it could use a bit more empathy to connect with the prospect's situation. The closing technique is decent, inviting further discussion, but could be stronger with a more direct question about their current strategies or goals. Overall, there’s a good balance of value exploration and curiosity, but the active listening aspect could be improved by reflecting back their specific concerns. Score: 7

"I've seen cheaper options out there; can you justify your pricing?"

I understand. You’re looking for value. I’m just curious what you believe will be achieved using a cheaper option. Usually there is a reason the service is so cheap. Either their workforce is not talented, or their client relationship focus is not there. Would you prefer a $2000 automobile or a $35,000 automobile?

The response addresses the concern by acknowledging the prospect's desire for value and asking a thoughtful question about their expectations with cheaper options. However, it could be improved by explicitly stating the unique value propositions of your services rather than making assumptions about the cheaper alternatives. The automobile analogy is a nice touch but could be clearer in connecting to the specific benefits your service provides. Adding a closing technique to steer toward a next step would enhance the response. Overall, the tone is appropriate for the digital marketing industry, but it could be more solution-focused and collaborative. Score: 6/10

"How can you prove that your services are superior to those offered by [specific competitor]?"

That’s a great question. To be fair, I don’t know if they are. But here is what I can tell you. First off, our average client stays with us for 3 years. The average agency is 8-14 months. We are more than double. That’s is because we are great communicators with our clients, they love that we check in with them weekly. Something I know they do not do. Additionally, they do have some talented people on their team, but they have hundreds of clients so the personalized service is not top notch. So I’m curious to know what exactly is most important to you whe. Working with an agency

The response starts well by acknowledging the prospect's question, which demonstrates active listening. However, it lacks a direct comparison or evidence that clearly demonstrates why the services are superior. The mention of client retention and communication is strong; it shows value. However, the admission of not knowing the competitor's offerings can undermine credibility. The curiosity towards the prospect's needs is a great touch, as it opens the door for further dialogue, but it could have been introduced more smoothly. Overall, the response could benefit from clearer value propositions and a more confident stance on superiority. - **Effectiveness**: Partially effective; it provides some value but lacks a strong comparative edge. - **Communication**: Clear but could be more confident and assertive. - **Closing Technique**: The question at the end is good for engagement but could lead to a more direct closing opportunity. - **Solution-focused**: Shows solution orientation but could elaborate more on specific solutions. - **Curiosity**: Good curiosity shown by asking about the prospect's priorities. - **Active Listening**: Acknowledges the question well. - **Value Exploration**: Some value is explored but lacks depth in comparison to the competitor. - **Collaborative Approach**: Builds rapport but could improve on confidence in service claims.

"We're not sure digital marketing is necessary for our business model; can you change our mind?"

To be fair, I’m not sure I can. I would like to ask you so questions about our business model. But here is what I can tell you. Marketing comes down to putting the right message in front of the right person at the right time and on the right platform. And ad long ad the message appeals to the priospects self interest, that’s when they become a lead. So I’ve found this to be true in every industry, the only difdeeence is delivery method. Can you give me a deeper understand of who your client type is so I can provide a better answer and idea on strategy?

The response demonstrates a willingness to engage and understand the prospect's business model, which is a positive aspect. However, the initial acknowledgment of uncertainty about changing their mind is not the best approach; it might give the impression of a lack of confidence. The explanation of marketing principles is somewhat generic and could benefit from more specificity related to the prospect's business. There are several typos ('ad long ad', 'priospects', 'difdeeence') that detract from professionalism and clarity. While asking for more information about their client type shows curiosity, it would be better to first address the objection more directly by highlighting the potential benefits of digital marketing for their specific context. Overall, the response lacks a strong closing technique and does not sufficiently explore value tailored to their business model. Score: 4/10 for clarity and engagement, but lacking confidence and specific value exploration.