Step 1: Learn About Your Prospects’ Business and Marketing Objectives
This part 1 blog post is for agencies who want to offer white-label geofencing to their clients.
At first, find out what kind of business they are in and what they are looking to do. It is indeed critical. However, if you learn about their business and marketing objectives, you can offer solutions and strategies.
Moreover, every business and business owner are unique in their own way. Let them talk about their business, how they got into it, how long they have been doing it, etc. Next, you need to build a connection with them. You should have a solid foundation of understanding. For more videos on selling geofencing, visit: Selling Geofencing Master Class Videos
• LEARN ABOUT THEIR BUSINESS AND GOALS
Once you have a better understanding of their business and their goals, establish yourself as an expert in the field. For example, you can talk a little about your background, or maybe mention how your team handles the newest technology.
• PRESENT YOURSELF AS AN EXPERT IN THE FIELD AS A GEOFENCING AGENCY
It’s time to think for the first few seconds. Being a white-label geofencing agency, think back to the last time you perceived someone as an expert in their field. Ask yourself, what did they do? What made you feel that way? Indeed, emotion is powerful. Business owners want to put their marketing efforts in the hands of someone that can get the job done.
You may gain their business insights, but still you may have to put some more effort in this process. Business owners may not be familiar with targeted display or how it works.
You may need to mention that targeted display advertising is a $200 Billion dollar a year industry domestically. Likewise, you need to explain that every brand they can name has a targeted display campaign.
- TARGETED DISPLAY IS A $200 BILLION INDUSTRY IN THE UNITED STATES
- EVERY POPULAR BRAND HAS TARGETED DISPLAY CAMPAIGNS
Industries have grown at a rapid pace. Besides, these have surpassed television broadcast ad spend in 2020. It has been possible because geofencing works. You can reach very specific audiences and provide detailed, accurate reporting. Furthermore, adding white-label geofencing to your agency is a great addition to a cumulative marketing strategy.
- REACH VERY SPECIFIC AUDIENCES
- PROVIDE DETAILED, ACCURATE REPORTING
Step 2: Gather Intelligence. Perform a Need Assessment. Ask Smart Questions
PERFORM NEED ASSESSMENT
We are discuss this in detail over the call, but for now, you can ask questions. Some of these questions are:
- Would you mind if I ask you a couple of questions to get a better
- Good. Let me ask you, what are you currently doing for advertising?
- Who is your competition? (Get them to talk about their competitors)
- What is your average ticket/sale price?
- How many clients do you currently have?
- What does your client look like?
- How many new clients would you like a month?
- What is your advertising budget?Feel free to dive a little deeper when you are asking questions.
If they are doing print or television then they are branding their business.
• PRINT OR TELEVISION = BRANDING
On the other hand, if they focus on radio advertising, they can reach a specific audience. Ask them the demographic they are trying to reach.
• RADIO = REACH SPECIFIC AUDIENCE
Likewise, if they perform paid search, they can reach people specifically searching for their product or service.
• PAID SEARCH = THEY UNDERSTAND VALUE OF SEARCH
Meanwhile, you need to ballpark a monthly spend when you have predetermined the marketing channels they are currently utilizing.
• Finding out what they are doing in other media is key to uncovering their intent.
At first, when you ask about other media, you will find their budget a little larger than your anticipation.
This overview will guide you in positioning targeted display strategies and highlighting the technological elements.
Next, steer the conversation toward their competitors. Ask questions about who their competitors are and how they feel about them. Listen as they answer.
• WHO ARE THEIR COMPETITORS?
Targeted display is a powerful strategy for conquesting campaigns which feature search retargeting and geofencing capabilities.
When we make our pitch, we are targeting users who are searching for their competitors online, and those who walk through their competitors’ front doors.
Get information and take notes on these three areas:
TO SUMMARIZE for White Label Geofencing Sales
- What are they currently doing for advertising?
- What is their budget?
- Who are their competitors?
Answering to these three questions, you can offer a tailored solution to the business owner. Finally, you can softball some questions at the end to get the client comfortable saying yes. Questions like:
Would you like more traffic to your website?Get your business in front of real-time, active prospects?
More people to search for your business by name?
Indeed, this is powerful. If the prospect says yes to these three things: You have a great solution available.
DO NOT OFFER SOLUTIONS DURING NEED ASSESSMENT.
When you are presenting solutions, you want to paint a whole picture. Therefore, interrupting the client with solutions while you do need assessment will result in reacting without understanding. Your job during need assessment is to ask questions, listen, and take notes. Further, if you are going to offer white label geofencing, ensure you assess your client’s needs.
For any questions, please feel free to check out our website at www.getgeofencing.com
or give us a call at our offices: 866-951-0330
Christopher Seminatore is former Naval Intelligence. He became familiar with military applications of geofencing technology during the Gulf War. Since its crossover into the private markets, he has innovated strategies and protocols for effective marketing capabilities. He currently is a guest lecturer at UC Irvine for the Masters Business Curriculum – Hyper Local Marketing. Christopher resides in Los Angeles, California and is an avid motorcycle enthusiast. Drop by and say hi at his Facebook Page.