Pay-per-click (PPC) advertising is a popular form of advertising where businesses can place advertisements on search engines or other websites. The host of the ad is then paid for each click that is made on that advertisement.
If you are starting with selling PPC services, we’ve put together this list of ten excellent tips that will help you get more and better clients.
Suggest a Better Plan
One of the most important things you will need to do to start selling PPC services and keep bringing in new business is to generate leads for clients. One of the easiest ways to do so is to find companies that have already invested in PPC services.
For these clients, you will not need to convince them of the benefits of PPC advertising itself. Instead, examine the PPC advertisements they have set up and identify the scope for improvement.
Then reach out to the client and suggest a better PPC plan with the facts to back up your critique of their existing advertisements. This will catch their attention and immediately set you apart as a reliable service provider.
Suggest PPC to Other Clients
If you are selling PPC services, the chances are that you are also offering other services such as search engine optimization or other online forms of advertising and marketing.
In that case, you already have a repository of clients looking for ways to bring more customers to their website. To sell PPC, incorporate it into your pitches and suggestions for your other clients as well.
You might already know the needs of their business. Highlight how PPC can elevate the results they are getting from other forms of marketing and how this will specifically benefit their business.
Collaborate with Other Agencies
As a digital marketing agency, it is not possible for you to offer all kinds of services in your own company and chances are that you have intentionally excluded some forms of marketing or advertising according to your expertise and bandwidth.
However, there will be other agencies who sell the services which are in your blind spot. Don’t be afraid to reach out and build networks with such agencies.
For instance, partner up with an agency that specializes in SEO so that they can send you their clients who are looking for PPC services and you can send them your clients who are looking for SEO services.
Another great avenue for building partnerships is with website designers. The success of PPC advertising rests on the efficiency of the website and especially the landing page.
Refer your clients to a vetted website designer and get more clients from them in return.
Don’t Chase Unsuitable Leads
As much as we would like it, PPC advertising is not suitable for all kinds of businesses. It is pointless to try to sell PPC services to clients who would clearly not benefit from them and then later blame you for their losses.
Put in the time and effort in analyzing whether a prospective client will benefit from PPC advertising.
For instance, businesses who stand to make a big profit from each click, such as lawyers, automobile companies, doctors and so on, are most suited for PPC advertising.
Optimize Your Time
Selling PPC services is not just about making cold calls and generating leads but also about following up consistently and slowly but steadily building relationships.
However, these are two very different exercises that will yield different kinds of results.
Hence, it is essential to plan your time efficiently so that you are making first-time contact with your leads when you have generated a lot of them.
On the other hand, when you are going through a dry spell when it comes to leads, utilize that time efficiently to make follow-up calls and build relationships.
Address Negative Experiences
You might be sure that PPC advertising will significantly benefit your client. However, they might be adamant that this is not the case because of previous negative experiences with another PPC service provider.
In that case, do not become impatient or offer empty assurances about PPC advertising. Instead, offer to examine the previous PPC strategy they had and show them exactly what went wrong and how you will improve the results this time.
Customize Your Pitch
One of the most significant benefits of PPC advertising is the extent to which it can be customized both in terms of the money you put in and the results that you get.
Before you pitch to any prospective client, do thorough background research in order to give them a customized pitch that will address the exact needs of their business.
Make sure to also inform them on how customizable their budget can be when it comes to PPC advertising.
Customize Your Proposal
If a client is interested in your services and you are confident about what their business needs, you might skip straight to submitting a proposal that you think will work.
However, it is important to always communicate with the client thoroughly before submitting your proposal. Set up a meeting where you can ask them in-depth questions about their issues and goals.
Similarly, answer their queries and define your services as precisely as possible with different price packages to avoid confusion when you submit your proposal and having all that effort go to waste.
- Hone Your Contract
Nothing can harm your business more than a client having a negative experience with you. On the other hand, spending time and labor on a client who turns out to give you a negative experience can also harm your business.
Hence, an essential part of selling PPC services is to create a detailed contract that addresses any possible issues that may arise. This will ensure a smooth experience and help you generate more long-term clients and referrals.
Get Referrals
When you consistently deliver good results to a client, their referral can bring in tons of new clients to your business. Don’t hesitate to seek referrals from your clients or ask to be introduced to companies they collaborate with.
Bottom Line
If you are selling PPC services, you already know of the benefits of this highly customizable, budget-friendly and profitable form of advertising. With these tips, you will be able to convince your clients of these benefits and significantly increase your sales.
