what's up YouTube this is Brian
Childress here at the didactic of my new
apartment and today I wanted to cover a
YouTube yet so let's talk about how to
close a social media marketing client I
think this is one of the most important
topics because if you can't close the
client you know your business is not
going to grow from $0 to $5,000 per
month and I want to help you get there
so let's let's go into dive deep into it
yesterday I was talking with a client of
mine who's 12 years old
this kid is super ambitious already
approaching clients at 12 years old but
he needed help with the psychology of
closing a sale right so let's dive deep
into that and I want to talk about how
to lead up to the close and one of the
most important things that I utilize is
open-ended questions right you don't
want to give business owners a chance to
say no because when you ask a
closed-ended question that's a question
that you know they could answer yes or
no to then that could end the
conversation right there so don't give
them the opportunity to say no rather
ask open-ended questions to get them
talking about you know how they're
feeling talking about you know the topic
whatever topic you're asking them about
like have you utilized advertise what
type of advertising you're utilizing
right now rather than are you utilizing
advertising right now because then they
could say yes or no but if you ask them
you know what types of advertising are
utilizing right now then they're going
to explain to you you know maybe they're
using yell maybe they're using a
newspaper right so you have to ask
open-ended questions because you don't
want them to get you don't want to give
them the opportunity to say no so I
wrote down kind of what a sales pitch
would look like which so let's say
you're going into a new
let's say jeweler business down the
street right you walk in today hi my
name is Ryan hildreth I own a social
media marketing agency and I'm looking a
partner with a local jeweler and I was
you know I looked at your website you
have a beautiful website was the owner
available today okay they're either
going to say so this is a closed-ended
question they're going to say yes or no
right if they say no the owners not
available then you rebuttal with an
open-ended question so let's say they
say no the owners not available today
okay this is where you come in and
you're going to say well when would be a
good time to schedule a meeting with the
owner instead of just leaving and saying
okay we'll all come back another day
you're saying when would be a good time
to schedule a meeting with the owner so
that they can give you a specific day oh
well he comes in on Thursdays at 3 p.m.
right so that's an open-ended question I
wrote it down here in my journal so they
can either give you the specific time
and day that the owner comes in then
perfect you just set up a meeting or
let's say you know worst comes to worst
they say not sure they're super busy
right I'm not sure when the owner comes
in there they're kind of in and out
super busy then you rebuttal with
another open-ended question you would
say what would be the best way to
contact the owner right after that so
then they have to give you either an
email or a number right they're going to
say okay well here's the e the email to
the owner here's the owners number you
can you know shoot him a call shoot him
or her a call right
that's the best case scenario they give
you the number or the email of the
business owner right so now you're
you're getting closer to that meeting
with the business owner that's what you
want let's say worse comes to worse they
say not sure you know they're super busy
they don't they don't like to give out
their number or their email that's fine
rebuttal with another open-ended
question then you're going to say who
should I address this free business
audit to I'm going to I'm going to eat
I'm going to mail this free business
audit to the owner who should I address
this to right because then they're going
to give you the name of the owner and
then you could just send them that
package right handwritten letter that
your free business audit and then maybe
some marketing materials your your
business card right so now you've gotten
finally you've gotten past the
gatekeeper to the business owner by
asking open-ended questions so now you
got the meeting you're with the owner
either you're sitting down with the
owner you're on the phone with the owner
and you're now you're asking the proper
questions the proper own open-ended
questions like what type of advertising
you're utilizing right now right they're
going to say oh well you know we're
using we're paying for Yelp they were
doing a little newspaper advertising
right now okay and you're going to
rebuttal with an open-ended question
again you're going to say how is that
Yelp advertising working for you how
many how many customers per week would
you say you get in your jewelry shop
from Yelp advertising
now not only are you asking open-ended
questions but you're targeting their
weaknesses because most likely they're
going to say not sure I'm not really
sure how many customers are coming in
from that advertising that I'm paying
for now the light bulbs going off in
their head and they're like wow I'm
paying for advertising that I'm not sure
of how many clients is bringing me that
is where you come in and you provide
your value you you targeted their
weakness so now they're feeling a little
bit vulnerable they might even get a
little defensive and say oh well you
know we have a lot of good reviews on
Yelp
so you validate them you say you know
what yeah Yelp actually most of my
clients still use Yelp but I want to
help you out I want to offer you a
better tool called Facebook advertising
I don't know if you're familiar with it
but with Facebook advertising I'm able
to track every dollar that you spend and
see how many people it's reaching how
many people are coming into your
business from Facebook advertising and
how many you know people are visiting
your website right so you just targeted
their weakness with an open-ended
question and you made them feel better
by offering some value until we got here
so that's when you right after you talk
about the value you can offer talk talk
about your packages with them right you
talk about your packages your basic
package for $1,000 you offer social
complete social media management one
unique Facebook advertisement that
you're going to run you know 10 to 12
days out of the month and then you ask
them another open-ended question you're
going to say what package would best
suit you you're not going to say oh does
this sound good because they could say
no it doesn't sound good
then your conversations over over so
you're going to say what package would
best suit you then you're going to
you're going to get the true answer out
of them they're either going to not like
they're either going to say you know
what all your packages are a little
expensive I don't know if I'm
financially ready to take on this burden
right now financially that's where you
come in and you offer your two-week free
trial to get them real results right
that's where you come in and say you
know what I understand the packages seem
like a lot at first but they are an
investment so here's what I'm going to
do for you I'm going to offer you two
weeks of free social media management
I'm going to run a Facebook
advertisement for you I'm going to build
your email list get you some new leads
new customers get thousands of people to
view your website and your social media
all for free I'm going to get your
results for free and then in two weeks
we'll talk again about the packages that
I offer so the point of this video is
really to focus on closing and going in
with open-ended questions right you
don't want to give the business owner an
opportunity to say no you want to give
the business owner an opportunity to
speak about their business to let you
know their weaknesses because that's
where you come in and you offer value
right you're targeting their weaknesses
and offering them a helping hand
and that's that's the biggest point of
this video I hope that all of you right
now take this advice on using open-ended
questions to go close a few clients this
week comment down below let me know how
this video works out for you make sure
to LIKE and subscribe to my youtube
channel
and I look forward to providing more
valuable content for you take care
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