Know-How Exchange : Customer Behavior

"Social Media Marketing is all we do."

"We can get you better results in less time, and we're prepared to prove it." ("Let's run a side-by-side test of you-versus-us ... You win either way.")

"How many of your followers actually spend enough to pay for the time, effort and financial investment you put into marketing?"

"We're not looking for followers. And you're not looking for just any followers...you need the kind of follower willing to actually spend money on your products. We're experts at attracting followers likely to buy from you."

Show them examples of how you've helped others who've said similar things to them (if you have case studies, share them).

"Doing social media isn't the same as getting results from social media. What is the ROI of your efforts?"

It might be better to ask some questions of your own. Maybe they are doing just great. Maybe they already have the best social media program on the planet. Maybe they already have a seamless efficient and cost-effective organization. You don't know. In order to address the question of how you can help them, trying to understand what you can help them with. Where are the holes in their strategy?

Who are you talking to? A marketing manager? A business owner? It makes a tremendous difference. For example, if the marketing person was hired in order to run social media, but then hires you, they are out of a job. Is the person older and more experienced than you? Maybe you have an opportunity to learn, rather than to teach.

I don't know much about you, your position, your location, your company, etc., and so it is difficult to offer detailed advice. Do you own the company? Are you a salesperson? Are you a programmer? Do you have years of experience? Do you have reference accounts? All these issues are relevant to your sales strategy. But the good news is, your prospect is raising an objection. In sales, objections are your friend. They are in fact a signal that the prospect is interested. They have not thrown you out of their office, they have not hung up the phone, they are engaged with you in a conversation. That is a good thing. Good luck, and take care..