Advertising
Sales Assessment Results

"We've had a bad experience with advertising in the past, why should we try it again?"

What type of advertising have you tried?

The response shows curiosity by asking about the prospect's previous advertising experiences, which is a good starting point for discovery. However, it lacks depth in addressing the concern about their bad experience. It would be more effective to acknowledge their past difficulties and reassure them of how your approach differs, along with some tailored examples of success. Additionally, a follow-up question could help explore their specific needs or concerns further, fostering a collaborative atmosphere. Overall, while the response is a step in the right direction, it misses opportunities for deeper engagement and value exploration.

"Your proposal is significantly more expensive than what we're currently spending on marketing."

That’s great news because we now are partnered up with affirm , which allows you Mr business owner to break up your payments up to six months with 0% apr!

The response attempts to address the price objection by introducing a payment plan, which is a good start. However, it lacks effectiveness in fully addressing the prospect's concern about the overall cost. The communication is somewhat clear, but it could be more engaging and tailored to the prospect's specific situation. There was no closing technique or further exploration of the prospect's needs, which is crucial. The response also misses an opportunity for curiosity and discovery by not asking the prospect about their current marketing results or budget constraints. Active listening is not evident, as the response doesn't acknowledge the significance of the cost concern. Overall, while the payment plan is a potential solution, it doesn’t effectively demonstrate value or build rapport with the prospect. A more thorough engagement with the prospect's concerns and a better exploration of how your services can deliver ROI would enhance the approach.

"We're not sure we need more advertising; our sales team is doing fine without it."

Imagine being able to increase the amount of sales your team is making right now? They may being doing fine, but doing fine is the enemy of great and I’m sure your sales team would agree with me.

The response addresses the concern by reframing the situation and presenting a vision of improvement, which is effective in engaging the prospect's interest. The analogy of 'fine' vs. 'great' is a motivational approach that could resonate well in the advertising industry. However, it lacks specific details or evidence to support the claim that more advertising will lead to increased sales, which would enhance the value exploration aspect. Additionally, there is no closing technique or follow-up questions to discover more about the client's current situation or their sales team's performance. Overall, there's a good attempt at persuasion, but it could be more solution-focused and collaborative. Score: 6

"How do I know that your advertising will actually reach my target audience?"

Our solution of advertising to potential customers in restaurants while they are captive and in a social setting is perfect for all demographics. Everyone likes to eat out and moreover, those who can afford to eat are also those who have disposable income for your product or service.

The response addresses the concern by emphasizing the unique setting of advertising in restaurants, which is a valid point. However, it lacks specificity about how the advertising will reach the target audience effectively. There is no mention of data or examples that demonstrate previous success or the targeting capabilities of the advertising solution. The tone is somewhat general and could benefit from a more conversational approach that invites further dialogue. It also misses an opportunity for curiosity and discovery by not asking any follow-up questions to clarify the prospect's target audience. Overall, while it presents a solution, it doesn't fully explore the value or build rapport effectively with the prospect.

"We are currently under contract with another advertising agency, so we can't switch right now."

That’s fine, we can actually work directly with your advertising agency as to not step on any toes, we do not operate under exclusivity.

Your response does well in addressing the concern about the existing contract by suggesting collaboration rather than competition. This shows respect for the prospect's current relationship and demonstrates a willingness to work together. However, it could be improved by asking a follow-up question to explore their satisfaction with the current agency or to understand what they might be looking for in a partnership. This could open up further discussion and reveal opportunities for your services. Additionally, a more engaging tone could help build rapport. Overall, a good start, but there's room for improvement in curiosity and value exploration.

"Can you guarantee that our ROI will be worth the investment?"

I can’t guarantee your ROI, however, we have a 70% return customer rate and have been in business for 20 plus years. We value relationships over a transaction. How do you measure your roi with your current advertising?

The response effectively acknowledges the objection by stating that a guarantee cannot be provided, which is honest and builds trust. However, it could have been more effective if it included a specific example or case study demonstrating how previous clients achieved strong ROI, thereby reinforcing the value. The transition into asking about the prospect's current ROI measurement is a good move for curiosity and discovery, but it could be framed in a way that relates back to how your services could enhance their current metrics. Overall, the tone is professional, and the approach is collaborative, inviting further discussion. A more detailed exploration of value and a stronger closing technique would enhance the response further.

"We're in a tight budget period, and advertising isn't a priority for us at the moment."

I have found that when budgets are tight, that’s the time to hammer down on effective advertising for your business, to drum up more brand awareness for your product or service. Also the good news is our advertising is in place for a total of at least three years, allowing you to stretch out your budget over those three years.

The response addresses the concern by suggesting that effective advertising can help during tight budget periods, which is a good angle. However, it lacks empathy for the prospect's current situation and doesn’t fully acknowledge their constraints. The tone is somewhat assertive, which might not resonate well with someone who is already feeling financial pressure. It could benefit from a more collaborative approach, perhaps by asking how they are currently managing their advertising or what their priorities are during this budget period. Additionally, while the three-year plan is mentioned, more emphasis could be placed on immediate, cost-effective solutions that could fit within their current budget constraints. Overall, the response could improve on curiosity, active listening, and value exploration. Score: 6

"Your approach seems too generic; can you customize it for our unique business needs?"

It may seem generic but I have always been told keep it simple stupid. Our advertising is simple, keeping your business at the top of customers minds. Pepsi doesn’t need to advertise right? You see Pepsi billboards because they want their product in the top of your mind when you walk into a gas station and are thirsty. The same applies to your business. How would you like to see your unique business needs fitting into our advertising model?

The response partially addresses the concern by attempting to connect the simplicity of the advertising approach to the client's need for customization. However, it falls short in several areas. Firstly, it dismisses the client's request for customization rather than acknowledging it as valid. The analogy with Pepsi, while interesting, does not effectively relate back to the prospect's unique needs and may come off as a bit condescending. The closing question does attempt to engage, but it could have been more focused on understanding the specific needs of the client. Overall, the tone could be more collaborative and empathetic, fostering a sense of partnership rather than just selling. Improvements could include directly acknowledging the uniqueness of the client's business, asking more probing questions to discover their specific needs, and proposing a more tailored solution that shows genuine interest in their business.

"How does your advertising solution compare to social media marketing, which we are already using?"

That’s a great question, we provide QR codes at no cost to you, that directly connects to your businesses socials. Also I’m not saying to stop fb advertising, if it works and isn’t broken don’t fix it. That being said, I personally believe that businesses need to be hitting customers in all avenues of advertising and that is where you will see your greatest roi.

The response starts strong by acknowledging the prospect's question, which demonstrates active listening. However, it could be improved by providing a more direct comparison between the advertising solution and social media marketing, specifically highlighting unique benefits or features. The mention of QR codes is a good point, but the explanation lacks depth regarding how they enhance the overall marketing strategy. The tone is conversational and friendly, which is appropriate for the industry, yet it could benefit from more professionalism. A closing technique or a question to further engage the prospect would have strengthened the response. Overall, the focus on a multi-channel approach is valuable, but the value exploration and solution-focused approach could be more robust. Score: 6

"I'm concerned about the long-term commitment; what if we don't see results quickly?"

Not all results may be seen quickly, but Mr business owner, it’s going to take you one sale to exceed the cost of this ad. How many sales would you like to see from 2k worth of advertising?

The salesperson acknowledges the concern about long-term commitment but misses an opportunity to empathize with the prospect's anxiety about immediate results. The response lacks warmth and understanding, which is crucial in advertising. Instead of asking how many sales they would like to see, they could have explored the prospect's expectations, offered examples of past success stories, or discussed strategies for measuring early results to build trust. A more engaging tone and active listening would enhance their approach. The closing technique is somewhat weak; instead of pushing for a number, they could have invited a discussion about the prospect's goals. Overall, the response feels transactional rather than collaborative. Score: 5/10