How to Sell Your Google Ads Service

Hello, this is the third lecture from the profit detector sales course!

Before to reveal the profit detector formula and show you how it works you need to understand the four levels of sales efforts the formula is based.

At the graph you see the time spend on the client horizontally and the selling efforts on the vertical.

At zero point we have none time or selling efforts.

This is because there are clients that will just lose your time and money.

In this case we need not only to save our time, but literally to make him give up from the deal.

I remember a case from my work.

It was a client that has an online store for car equipment.

He purchases a small google adwords campaign for a single month.

After that he start to call me every day with some basic marketing questions and talk with mi hours on the phone.

It was so frustrating that I spend so much time with him that this affect my work for the bigger clients we had.

At the end of the month when the contract end I make all to avoid renewing the fork for this client.

The second level is “standard”.

“Standard” in my case means basically a phone call and e-mail.

I have prepared service information in most of the scenarios and modify it for the particular client.

I spend a little time to define the critical business objectives and competition environment of the client and add a pinch of uniqueness to the sales process so the client will understand that I could deliver optimal solution for his business.

The third level is the “detailed” offer.

These are deep sales efforts, the communication includes not only phone and email but also presentations, video calls or videos specially created for the client.

At this level I am trying my best to understand the market of the client, his business objectives and the resources he has to deal with the clients and the competitors.

If needed I make additional research for a few of the biggest competitors and other factors that could be helpful for that client.

I put all this together to present the best individual solution for the client and show him the redlines for hard working.

The goal is to leave him speechless and close the deal.

You can understand that such a level of service and time spend could be add only in highly perspective clients I know deserve all the efforts.

The profit detector formula helps me out to detect such a prospects and do not lose my time chasing the wind.

The higher level we could take as sales approach in the profit detector formula scale is so we called “ALL”.

This means all from the previous levels and even more!

The communication level here includes all the channels including personal meetings.

It could take additional resources of the company as bringing some technical employee with you or even the CEO if the client is really big.

Of course you could modify the level based on your company need and your own sales strategy.

The only important thing is to distinguish clearly the different levels of efforts you could spend depending of the type of the client.

And now we could already take a look at the profit detector formula.

This is a simple table based on all you have learned till now.

To be more easy to use I create it on the basis of the simple questions you learn in this course.

It has 6 columns and 22 rows.

The columns include the simple questions and their answers “yes or no”.

The first question is:

Do they have money?

This question is based on the fact that sometimes there are clients that are asking for offer and lately it occur that they don’t have the money to afford your services.

The other questions are as follows:

Do they have enough money to get results?

This question is connected with the investment capabilities form the fist lecture.

Do they have non-monetary values?

Do they have future?

That question in related with the quality of the service that we look at in the fist lecture.

And the last question is:

Will they buy?

Which we learned in the previous lecture.

The rows of the profit detector table represent the different scenarios based on your answers.

In the last column you will find the sales level you could take based on your answers.

The sales levels as you already know are: none, standard, detailed and all.

Let me show you how to use the table.

Let say we have the tourism agency company that asks for our google adwords services.

Than we make a quick research to determine their level of competitiveness.

Let’s say they have a good advantage compare to other companies in the niche.

Than we make a quick phone call to get information about the investment capabilities of the client.

It the call the CEO of the company explain to us that they have good budget because they are expecting the hot season in the niche and they want to be prepared for the reaction of their competitors.

This is enough!

So let’s dive in to the table.

They have a good budget so they could not only afford our services but they could receive critical amount of visitors to their website.

This means that the answer for the first two columns is yes.

This leads us to the bottom of the table.

As we understand from the research the answer of the question if they have future is yes.

And they have a high chance to buy since they have the seasonality momentum factor and we are speaking with the decision maker.

So the answer of the last two questions is also yes.

This focused us on the last two rows from the table.

The only difference could be being if they have a non-monetary value that could affect the deal.

Nowhere we saw such a game changer so the answer of his question is “no” which places us on the last row.

Here we find the level of sales efforts we should apply according to profit detector sales formula.

It is “All” sales level approach.

Since we have such a potential we should do anything to win the deal.

He has a big potential to be one of the 20% of the clients that brings us 80% of the profit.

Prepare to apply the profit detector formula today and start monitoring the positive impact of your sales!

You could print it and place on one hand distance on your desk until it becomes part of your way of thinking and become your habit.

Thank you for watching this course I hope it will help your business and professional development!

If you feel like you benefit from my words, I’ll be thankful to leave a review under the course!