Free training for White Label Geofencing
Step 1: Learn About Your Prospects’ Business and Marketing Objectives
This is part 1 for agencies who want to offer white label geofencing to their clients. The first thing you want to do is find out what kind of business they are in and what they are looking to do. This is critical. The more you can learn about their business and marketing objectives, the more you will be able to offer solutions and strategies. Every business and business owner are unique in their own way. Get them to talk about their business, how they got into it, how long they have been doing it, etc. Work to gain a connection with them. Build a solid foundation of understanding. For more videos on selling geofencing, visit: Selling Geofencing Master Class Videos
• LEARN ABOUT THEIR BUSINESS AND GOALS
After you have a better understanding of their business and their goals, then establish yourself as an expert in the field. Talk a little about your background, or maybe mention your team is at the forefront of the newest technology available in marketing.
• PRESENT YOURSELF AS AN EXPERT IN THE FIELD AS A GEOFENCING AGENCY
You need to be perceived as an expert within the first few seconds. As an agency that offers white label geofencing, 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? Emotion is powerful. Business owners want to put their marketing efforts in the hands of someone that can get the job done.
Now, you have learned about their business and presented yourself as an expert in geofencing and targeted display advertising. Business owners may not be familiar with targeted display or how it works.
You may want to mention that targeted display advertising is a $200 Billion dollar a year industry domestically and 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 CAMPAIGNSThe reason the industry is growing at such a rapid pace and has surpassed television broadcast ad spend in 2020 is because it works. You can reach very specific audiences and provide detailed, accurate reporting. 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 going to cover this in more detail when we go over the phone script, but for now, you want to ask questions. Some of these questions are:
- Would you mind if I asked you a couple of questions to get a better understanding of your business?
- 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, they are branding their business.
• PRINT OR TELEVISION = BRANDING
If they are doing radio, they are trying to reach a specific audience. Ask them the demographic they are trying to reach.
• RADIO = REACH SPECIFIC AUDIENCE
If they are doing paid search, they understand the value of being found by people searching for their product or service.
• PAID SEARCH = THEY UNDERSTAND VALUE OF SEARCH
After determining the marketing channels they are currently utilizing, ask them to ballpark a monthly spend.
• Finding out what they are doing in other media is key to uncovering their intent.
This guides you in positioning targeted display strategies and what elements of the technology to highlight.
When you ask about other media, you will most likely find out their budget is a little larger than you had initially anticipated.
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?With the answers to these three questions, you have gathered enough intelligence to offer a solution tailored to the business owner.
Then you want to softball some questions at the end to get the client comfortable saying yes.
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?
This is powerful. If the prospect says yes to these three things: You have a great solution available.
A big point I want to make:
DO NOT OFFER SOLUTIONS DURING NEED ASSESSMENT.
When you are presenting solutions, you want to paint a whole picture. 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. 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.