Key Takeaways
Think of Objections as a Good Thing
While objections might seem like a negative, flip your thinking to the positive. If someone is posing an objection, it generally is a buying signal from your prospect. They’re looking for proof – to see the ROI, to understand the lead potential – and reassurance that this is a solid investment.
Remember the Four R’s of Closing
Once you’ve answered all their questions, it’s time to close that sale. We recommend following these four steps – Review, Reinforce, Recommend, and Request (Ask). Have confidence in your product and be prepared with knowledgeable recommendations on their next step. But most importantly, you need to ask for the sale!
Use Results to Discover New Opportunities
In your follow-up, you want to match your advertiser’s results next to their goals. Take the time to walk them through the results – this might be their first time using promotions like this. Then, use the success of your first campaign to initiate the conversation to secure their next promotion with you.
Related Articles
Julie is the Senior Customer Success Manager at Second Street and a former client in local media. Her best advice for driving the most success with your revenue and audience engagement strategy is to include promotions in every business initiative.