Sales Tips for Digital Marketing Agencies

Sales Tips for Digital Marketing Agencies. What are the best sales tips for digital marketing agencies trying to re-engage closed-lost opportunities?

Matt Easton, founder of Easton University, coaches a digital marketing agency salesperson who inherited approximately 1,000 closed-lost prospects from the company's founder.

His advice?

DON'T START WHERE THE OLD DEAL ENDED.

If the prospect already decided not to buy, restarting the old conversation puts you right back into the same hole.

Instead, start a NEW conversation.

A simple framework:

SENIOR-LEVEL REINTRODUCTION
↓
NEW INSIGHT
↓
"I WANTED TO MAKE SURE YOU WERE AWARE"
↓
PERSONAL MOBILE NUMBER
↓
NEW CONVERSATION

Start with authority:

"I wanted to reach out to you from a senior level..."

Don't discount your own credibility just because the prospect previously spoke with the founder or CEO.

Then introduce something relevant happening in THEIR world.

For a digital marketing agency, that could be a conversation about companies spending money on marketing without clearly understanding which portions of that spend are generating profit and which portions are wasting money.

Then ask:

"How are you guys dealing with that?"

Now you're not trying to convince them to reconsider the old proposal.

You're having a NEW business conversation.

And if the prospect says:

"I talked to your CEO before and it wasn't..."

Don't defend the old deal.

"Totally get it. That's not why I was calling."

Then return to your new insight.

There's another important distinction:

This isn't a true cold-cold call.

The prospect may never have spoken with YOU, but they've already had a relationship with your organization.

For that reason, Matt explains that he would NOT use the normal ejection step he teaches for a completely cold call.

You can establish the connection and move directly into the hook and insight.

The lesson:

DON'T START WHERE THE OLD DEAL ENDED.

Give the prospect a NEW reason to talk to you.

IN THIS VIDEO:

Sales tips for digital marketing agencies
How to sell digital marketing services
Digital marketing agency sales
How to re-engage closed-lost opportunities
How to call closed-lost prospects
Agency sales strategy
How to sell marketing services
B2B sales prospecting
Sales tips for marketing agencies
Professional sales coaching

KEY MOMENTS:

0:00 — The digital marketing agency situation
1:35 — Don't restart the old sales conversation
1:48 — Reach out from a senior level
2:03 — Introduce a new insight
2:30 — Marketing spend and P&L example
2:55 — Why the old conversation puts you in a hole
3:26 — Should you use the ejection framework?
3:36 — Why closed-lost isn't a cold-cold call
4:05 — Move directly into the hook and insight
4:30 — Final takeaway

Chapter times other than transcript-confirmed 0:00, 1:35, 3:26 and 3:36 are editorial estimates. Check them against the final edit before publishing.

QUESTIONS & ANSWERS:

Q: How should a digital marketing agency re-engage closed-lost opportunities?

Matt Easton recommends starting a new conversation instead of returning to the previous sales discussion. Reintroduce yourself with authority, introduce a relevant new insight and give the prospect a new reason to engage.

Q: What should you say to a closed-lost prospect?

Matt suggests language such as: "I wanted to reach out to you from a senior level. There's something going on that I wanted to make sure you were aware of."

Q: Why shouldn't you restart the old sales conversation?

The prospect already decided not to buy. Matt argues that starting where the previous conversation ended puts you back into a position where you have to convince them why things should be different now.

Q: Should you use a cold-call ejection framework with closed-lost opportunities?

Not necessarily. Matt explains that a closed-lost prospect has already had a relationship with the organization, so this isn't a true cold-cold call. You can establish the connection and move into the new hook or insight.

Q: What's a useful sales conversation for a digital marketing agency?

One example is discussing whether a company knows which portions of its marketing spend are actually producing profit and which portions aren't, then asking how they're dealing with that challenge.

Matt Easton
Founder, Easton University
Professional Sales Coaching

EastonUniversity.com

#DigitalMarketing #AgencySales #SalesTips #B2BSales #SalesCoaching