In our previous post, we discussed the reality of selling digital marketing services to local businesses by analyzing the in-between communication challenges backed by true anecdotes. And we promised to come back with a second part, sharing the most potent and practical course of action to pitch to your local SMBs, so that they are willing and able to adopt the leading SMB marketing trends for growth.
So whether it’s a cozy café, a boutique store, or a local service business that you want to sell your digital services to, let us explore some best practices so that you are able to captivate your SMB audience and accelerate B2SMB sales.
So, are you ready to supercharge your local businesses’ digital presence?
1. Speak Their Language: Initiate the Power of Hyper-personalization
It’s not just about what you say, but how you say it. Local small businesses are the heartbeat of their communities, driven by passion and a commitment to providing personalized services. To earn their trust and transform them into thriving digital success stories, you must become a linguistic chameleon, adapting your message to suit their specific needs.
Enter hyper-personalization, the elixir of modern sales that transforms mundane sales messages into powerful, resonating experiences. It’s the art of crafting a message so finely tuned to a business’s unique preferences, needs, and behaviors that it feels like a tailor-made suit for their soul. On top of that, it gives the ability to predict your customers’ next move before they even make it.
With hyper-personalization, a sales message is no longer just a pitch; it’s an empathetic conversation, a whispered promise that says, “I see you, I understand you, and I have something uniquely perfect for you.” It’s the key to unlocking doors, breaking barriers, and forging lasting connections that convert leads into loyal, lifelong customers.
2. Line up Your Strategies with Customers’ Business Goals: Use SaaS Tools to Build, Track, and Manage.
Because the aim is to understand your local customers’ unique needs, your digital marketing strategies and their business goals must be in perfect coordination. Start by doing the usual.
Research the local business, the industry, competitors, and target audience. Analyze their current digital presence, identify the weak spots, talk through the future visions about the business, and then lock in your moves. And… don’t stop there!
Leveraging SaaS (Software as a Service) solutions to aid your cause of marketing and selling to local businesses can be a powerful way to march forward, gain momentum, and keep you most effective in your sales game. Select the SaaS solutions that best align with your business objectives—whether it’s market research tool, analytics tool, sales enablement solution, live chat solution CRM software, marketing automation software, or even a content generation tool—build the most relevant tech stack to move your sales and marketing forward.
3. Flaunt Your Success Stories: From Communication to Conversion
When digital agencies present their track record of success, they’re not merely recounting past achievements; they’re offering a window into the future, a future where the dreams and aspirations of local small businesses become reality. In other words, they hold the power to reshuffle and recast what might seem like abstract promises into tangible, achievable results. And this is where you form the alliance of trust and credibility.
When local small businesses see that you’ve achieved success for others, it instills confidence in your capabilities and expertise. It shows that you have experience in their specific industry and can address their unique challenges and goals effectively. Plus, it’s the best form of social proof. A validation that clearly reveals that others have entrusted your team and services with their businesses and reaped the benefits. It’s your opportunity to flaunt those quantifiable results you have generated for similar local endeavors in KPIs, such as increased website traffic, higher conversion rates, revenue growth, and more. These tangible outcomes show that your digital strategies can drive real, measurable improvements—all that local businesses are looking for!
4.Upskill Your Local SMB Audience: The Key to Cemented Relationships
For many digital agencies, sales pitches are synonymous with displaying its list of services, elite clientele, achievements, etc. While that’s good, don’t you want to be better?
When you pitch to potential clients, showcasing your commitment to education can be a differentiator that sets your agency apart and positions you as a valuable partner in their journey to digital success. Education, in terms of enlightening your prospects about the potential of digital marketing, supporting them in informed decision-making, keeping them more engaged throughout the journey, and setting the right expectations. For instance, local businesses with a dearth of digital marketing knowledge are often led on. Such incidents give rise to an anti-agency or anti-technology mindset that ruins a local company’s golden chance to go global. At the same time it puts the stopper on the lead generation process for an agency that truly deserved a valuable client.
So you see, educating your prospective clients is a win-win for both… and there are more such reasons for you to take advantage of!
Long-Term Partnerships: By sharing your expertise and insights, you empower local businesses to navigate this ever-evolving digital landscape with confidence. As they learn the ropes and see the tangible benefits of our strategies, trust deepens, fostering the growth of long-term relationships built on mutual understanding and shared goals. In these educational journeys, our commitment to their success becomes evident, instilling a sense of loyalty that transcends transactional interactions.
Referrals and Word-of-Mouth Marketing: When local businesses feel that they have received valuable education and exceptional service, they are more likely to refer your agency to other businesses in the community. Word-of-mouth marketing can be a significant driver of growth.
Customized, More Effective Solutions: When local businesses understand the various digital marketing channels and strategies available, they are better equipped to work with your agency to tailor a marketing plan that aligns with their specific goals and budget. This is because the right knowledge helps them differentiate between good, better, best; how your agency stands out in the swarm of agencies, and how you can give wings to their ambitions. This, evidently, results in more effective campaigns.
Lastly, we’d all agree that success is born from clear communication and resonating with the heartbeat of local businesses. By crafting a message that is understood and embraced, backed by a showcase of real success stories and a commitment to education, digital agencies can not only win over local businesses but also lay the foundation for prosperous, long-term partnerships. The path to digital success is one of unity, where the agency’s expertise and the business’s dreams converge.
We help digital agencies turn their pitch into bridge, the digital world into home for local business communities.
Frequently Asked Questions
- “How do I determine the right pricing strategy for my marketing services when pitching to local businesses?”
- Pricing strategy: When determining the right pricing strategy for your marketing services, it’s important to consider the value you are providing to the local business and the going rate for similar services in your area. You can charge based on a project basis, hourly rate, or retainer. It’s also important to be transparent about your pricing and to provide a detailed breakdown of the services and deliverables that are included in your price. Additionally, it’s important to be flexible and open to negotiation, as every business has different needs and budgets.
- “What are the most effective channels and methods for reaching out to local businesses and generating leads?”
- Generating leads: There are several effective channels and methods for reaching out to local businesses and generating leads, such as networking events, social media, email marketing, and referral programs. It’s important to have a multi-channel approach and to track the results of your efforts to see what is working and what isn’t. Additionally, it’s important to build relationships with other businesses and industry professionals, as they can provide valuable referrals and introductions.
- “How do I handle objections and concerns from local businesses, such as budget constraints or lack of time?”
- Handling objections: When handling objections and concerns from local businesses, it’s important to be empathetic and understanding. For example, if a business brings up budget constraints, you can offer a payment plan or a scaled-down version of your services. If a business is concerned about lack of time, you can offer to handle certain tasks for them or provide training and support to help them manage their time more effectively. It’s important to be prepared to address common objections and to have a clear and concise response ready. Additionally, it’s important to listen to the business’s concerns and to work together to find a solution that meets both parties’ needs.
