More and more companies are realizing the critical advantages of using digital marketing services to increase their online visibility and revenue. A recent study found that online retailers with strong social media presence generate 32% more sales than those who ignore internet marketing.

If you own a digital marketing agency, you must understand how to effectively market your offerings in order to capitalize on the increasing number of companies going digital.

The issue is that assisting other types of businesses in growing their sales is very different from offering digital marketing services. You must be able to sell digital marketing services to small and medium-sized enterprises (SMEs), high-end clientele, and other kinds of companies.

We’ve written this helpful guide to educate you everything you need to know about how to sell digital marketing services to different types of clients, so there’s no need to fear. Read on to find out more.

• How do you Value Your Digital Marketing Services?
• How to Sell Digital Marketing Services?
• How do you Pitch Digital Marketing Services?

How do you Value Your Digital Marketing Services?

There are many different types and sizes of digital marketing firms. The way an agency is handled, the kind of clients it accepts, and how it makes money are only three of the elements that will affect how much your company is worth.

Read Also: What is Dynamic Digital Advertising?

To be precise, you (or a broker) should take the following into account when determining your agency’s worth:

Services Offered

While some digital agencies focus on maintaining social media posts, email marketing, or paid digital advertising campaigns, others specialize in content marketing via SEO blog articles and content syndication.

Other businesses follow the “full stack” business model, aiming to provide every type of digital marketing service accessible.

Niche or Specialty

Some digital marketing organizations deal with any form of company in need of marketing services, while others may concentrate on supporting any type of mom-and-pop shop or small local business.

Some, like healthcare experts, lawyers, major consumer brands, and business-to-business (B2B) industrial companies, concentrate on niches and markets with significant income potential and recurring demands.

The eCommerce, health, fitness, and SaaS (software as a service) categories may be particularly profitable for agencies to concentrate on in the post-COVID-19 environment, according to Digital Agency Network.

Rent, Utilities, and Operational Costs

A small number of digital agencies have their own structures. Many people lease office space and pay the rent and utilities on a monthly basis.

Some organizations might operate out of a coworking space, which has lower costs and obligations. Many companies just have all of their employees work from home, which reduces a lot of overhead.

Revenue Model

The practice of charging clients on a monthly, quarterly, or semi-annual retainer basis is common among digital businesses. Agencies that charge in this manner can guarantee wholesome income growth for a very long time, as long as they constantly attract devoted retainer clients.

Although these options are less scalable, some organizations might simply bill by the project or provide customized services that are unique to each client.

Staffing Structure

Some extremely tiny digital agencies just have a solitary proprietor or a few partners working for them, and they maintain a lean workforce structure. To handle order fulfillment and administrative responsibilities, they might occasionally use independent contractors and virtual assistants.

Larger businesses may hire full-time employees to handle all aspects of their operations, including sales, fulfillment, customer support, and human resources, which raises overhead costs.

Revenues, cash flow, and long-term profitability of a digital firm can all be impacted by these variables. If a discerning buyer decides to purchase your agency, they will carefully consider these elements as well as what it will take to make a profit.

A few common valuation methods are commonly used for digital marketing organizations to determine a range of potential sale prices.

How to Sell Digital Marketing Services?

Here are some recommendations based on our experience for successfully pitching digital marketing services to start-ups, small enterprises, and SMEs.

Get Clear on What You Offer

Given that digital marketing is a catch-all term for a variety of service kinds, selling digital marketing services is not a one-size-fits-all endeavor. You generally don’t offer every form of digital marketing service accessible unless you run a significant six-figure business and can afford to recruit all specialists.

You must first decide on the category of digital marketing services in which you want to concentrate. This doesn’t imply that you must restrict yourself to a single marketing niche, but if you own a small agency, you shouldn’t try to do everything. However, if your business expands, you’ll be able to hire outside help and provide more services.

There are several popular categories of digital marketing services, including:

• Search engine optimization (SEO)
• Social media marketing
• Email marketing
• Pay-per-click marketing
• Content Marketing
• Marketing analytics
• Mobile marketing

Start by concentrating on one or two areas that can provide excellent customer recommendations, then as your agency expands, add more.

Know Your Customers

Successful digital marketing companies are aware of their target audience because once you know who you are trying to please, everything else is easier to understand. Contrary to popular assumption, offering digital marketing services to any business will not increase your sales; on the contrary, it will diminish them.

SME’s and local companies seek out digital marketing services that are familiar with their industry since they believe that agency will be able to effectively represent them. This implies that you must focus on a specific specialty and limit down your target market. The key to getting employed is to demonstrate to them that you have a thorough understanding of their industry, ideal clients, and the greatest approaches for enhancing their web presence.

Keep in mind that while your organization cannot be everything to everyone, it can be everything to someone. A key element of running a successful digital marketing agency is focusing on your specialization. There are more than enough customers willing to pay for your services because more than 70% of organizations are going through a digital transformation.

Find Your Clients In the Right Areas

Once you identify your ideal client, you’ll know where to look for them and how to approach them about your services. You may identify millennials who are your ideal client on their websites, LinkedIn, Facebook, Instagram, and Twitter. If your ideal customer is a generation older, you might be able to locate them on Facebook, their website, in person, the online Yellow Pages, and local directories.

Adding your agency to DAN is one way to market your digital marketing services. The DAN (Digital Agency Network) is an all-in-one network for digital agencies where you can quickly be identified by business owners who require your services because you are listed according to your location.

Speak to Their Desires

It can be simple to become preoccupied with trying to close a lot of sales in the early stages of your business. This will cause you to see potential clients as numbers rather than as actual people.

The main issue with this is that you wind up dehumanizing them and don’t have the opportunity to connect with them deeply and understand their desires.

Talk to them about their challenges and goals in order to prevent this. A recent PR Newswire study found that 79% of consumers will only purchase products from companies who can demonstrate a genuine interest in their patronage. Before making a decision, these customers must believe that the company or brand respects and understands their demands.

To accomplish this, target their pain spots by promoting products or services that will demonstrably improve their quality of life or business. For instance, some people start businesses in the hopes of gaining more freedom in the future. You are speaking directly to their needs when you explain to them how using your services will provide them more time to spend with their families.

Show Them More Value

Be aware that numerous other digital marketing businesses are likely contacting your potential client. This means that in order to stand out and demonstrate that you provide the greatest digital marketing services, you must increase your value.

Make sure you provide them with added value prior to considering how much your services will cost. This might take the form of a free website audit, some free advice, or your free Ebook.

Don’t try to help them in too many different ways at once; instead, concentrate on one area at a time and demonstrate how it might benefit their business.

Know the Level of Expertise Your Potential Client Has

As you establish connections with more clients, you’ll observe that they all have varying degrees of expertise in digital marketing. This can range from an expert who needs to save time to a complete newbie with a new startup or someone with some intermediate experience. (Yes, you can sell digital marketing services to other digital marketers!)

Beginner: Beginner-level clients may have some expertise, but most of it comes from online study. They may be aware of what they require, but they lack the knowledge on how to carry out their ideas.

Intermediate: The expertise they have of digital marketing may be solid for intermediate-level clients, who are now ready to hire your services as their company has expanded. By demonstrating to them how you can simplify their lives and grow their business, you can persuade them to hire you.

Advanced: Advanced-level clients have a wealth of knowledge about digital marketing and may have even started creating their own commercials, etc. By demonstrating to them how you can speed up their process while giving them more time to enjoy their lives, you can persuade them to hire you.

How do you Pitch Digital Marketing Services?

As a free-lance business professional, you are involved in every part of your firm, including creating contract templates and invoice templates. This means creating a compelling marketing argument for both your company and yourself.

Then what exactly is a marketing pitch? A line of speech intended to persuade someone, such as one used in a presentation to sell a good or service, is simply characterized as such. But it can also be about promoting your business or yourself in order to attract new customers.

Knowing what a marketing pitch is and how to create one to advance your business is crucial since as a freelancer, you will frequently be selling both yourself and your company.

1. Start with your personal marketing pitch

Your personal marketing message is just as crucial as a sales pitch for your products or services because you are the “face” of your company. Consider your personal pitch to be an advertisement for you as the company’s leader. Think about your personal value and how you may show it to potential clients or even colleagues who might refer you to clients as advertisements capture attention in under a minute:

• Craft a confident statement about yourself and your value.
• Support the statement with relevant facts about your value (a summary of your education and experience, for instance).
• Include why you’re the best choice over anyone else (without degrading others).

Once you’ve created your own “commercial,” practice repeating it out loud and memorize it. Imagine having only 60 seconds to persuade a potential client during a pitch in an elevator. The most effective marketing instrument for your personal pitch is your conviction.

2. Customize your personal pitch as necessary

Once you’ve established your personal “brand” or marketing message, make sure to modify it as required based on your target demographic or the position you’re attempting to land.

Knowing the demands of your potential customers and making sure you can address those needs with the value you offer are key components of a good marketing pitch.

3. Build a marketing pitch for your business

There is no better tool than your initial pitch to a possible new client, says independent blogger Linsey Knerl. Give it some thought.

What is a marketing pitch for your business if you’ve already worked on your personal pitch? Basically, this means creating a tale that will compel customers to hire you. Through your pitch, you are introducing your services to a group of people who are unfamiliar with your company and are attempting to persuade them that working with you will be advantageous to them.

It’s crucial to begin with your list of services and how they benefit clients. You are creating the opening of your pitch by giving some thought to the value your company may provide.

4. Customize the business pitch

If your company provides a variety of services, your pitch cannot be generalized to all customers. Your company’s various parts each offer a unique value proposition.

With the fundamentals in hand, you are now prepared to create unique marketing propositions for prospective customers. Additionally, Bonsai can provide ideas for marketing pitches and resources for creating customized freelance bids.

‍5. Consider what’s best for your client

Remember to ask yourself the most crucial question: How can I help this client? when you’re creating specialized marketing pitches for individual clients.

An elevator pitch is not about you or your company. A marketing pitch ought to be customer-centered. The most effective technique to develop your value proposition is to say something like, “My business will assist you, the client, with X service that will bring X benefits.”

Using wording that emphasizes assisting the customer is particularly effective, as in “I will help enhance customer conversion rates with my blog authoring.”

Having a conversation with your potential client rather than asking them for their needs is another method for developing a pitch. You will be better able to show how your product or service offers a solution to their problem if you can establish a relationship with a potential customer.

Imagine the knowledge gathered from speaking with clients when it is possible. This is a departure from the stereotype of pitches that involves salespeople giving monologues to clients while wearing plaid suits.

‍6. Learn from others

Do not be reluctant to observe what others, particularly your rivals, have done that is effective. If you are not an expert at creating pitches, look at what others have done that has worked. Study successful marketing pitch templates and other resources like the Bonsai website.

Look beyond marketing pitches. Additionally, there are a ton of tools for pitches that, for example, persuade investors to invest in a start-up. Even though you might not believe this matters, these resources include pearls of wisdom that might assist you narrow your ideas for your marketing pitch.

‍7. Customize for the medium

There are many methods you can engage with clients, therefore this stage is crucial. If you plan to perform your cold pitch by email, it’s crucial to carefully write every element of the email, including the subject line, the email content, and any pertinent attachments.

If the pitch will take place in person, there are many different ways to communicate your ideas, from a brief PowerPoint presentation to a straightforward chat.

Doing your homework in advance can help you better understand the customer’s business and enable you to have a fruitful conversation with them. It’s also crucial to think about the requirements of the client, which can be done by asking them whether they would want to view a presentation about your company.

You may also start providing value by, for instance, posting instructions on your blog about growth marketing tactics.

8. Gather proof of your value

Having examples of how you have benefited others is one of the finest methods to prove your value to a potential client. Several methods exist for doing this:

• Add testimonials from satisfied customers. Ask for testimonials every time you complete a successful contract.
• Add legitimate research that shows how your service can benefit business.
• Use a case study of work you have done that was successful, starting with the customer’s problem through to your solution.
• Provide an added benefit with an offer for a free trial or a money-back guarantee.

‍9. Don’t overdo it

Any kind of pitch needs to be laser-focused and direct. Shorter pieces are frequently more challenging to write than longer ones. But taking the extra effort to craft a succinct, well-focused pitch that doesn’t waste the customer’s time or make them disinterested is worthwhile.

Read Also: How do you Allocate a Digital Marketing Budget?

Make sure the customer doesn’t have too many options. Instead, deliver outcomes that your client will grasp in a straightforward manner, preferably with examples.

Don’t add stuff only to lengthen your pitch or bolster your professional background. Be truthful with the customer if you’ve only recently started your business. Consider what you can do for them and how you can assist them.

Also keep in mind that you don’t need to inform the client that you have created a “pitch”; doing so will probably only cause confusion about what a marketing pitch is. Your client has no idea that you created solutions to benefit their company.

‍10. Check and double-check

Make sure to verify your language and spelling while creating any of the materials you’ll use for your pitch, including emails, PowerPoint presentations, website content, infographics, and website content.

Think about having someone look over your content. Others may notice errors that you missed even though what makes sense to you makes no sense to them. You don’t want a minor misspelling to negatively affect your client’s impression of you and your company.

11. Don’t forget to follow up

Never be hesitant to get in touch with a potential client again. This can be done over the phone or by email, and it may include inquiries like, “Do you need any more information?” Don’t be intrusive and bother the client, but a quick follow-up after a few days is frequently forgotten and can prompt the client to reconsider hiring you to complete the task.

Bottomline

The fear of the unknown is a typical issue that agencies and freelancers have when trying to sell clients digital marketing services. To completely convey what you do and how you might help, it’s crucial to provide individuals a few vital pieces of information. If you explain the advantages a client might experience in the conclusion, they will see the importance of including digital marketing in their marketing strategy.