Amazon PPC Consulting Sales Script
Sean Smith here from ppcamsaccelerator.com and today I want to talk about Amazon PPC consulting sales scripts.
Sales scripts changed my life as an Amazon PPC consultant.
If you do Amazon advertising consulting, or you're an Amazon ads agency owner, this is really important because you need to have a script every time you show up to a sales call.
It helps you find the right Amazon private label brands to work with.
Sales scripts help figure out whether or not your service is a match for an Amazon FBA business.
They help you find the right clients for your Amazon PPC management business.
So let's dive right in.
Step number one, I call it a quick chat, building rapport, two to five minutes. You just want to, you want to chat for a few minutes. Where are you based? How are you? You just want to build that relationship before hopping in.
So after that two to five minute quick chat, you want to go to step two, and that's reviewing the Amazon PPC forecast or Amazon PPC audit. I teach my students in my Amazon PPC course how to use an amazon advertising forecast so that when they talk to Amazon FBA brands and Amazon businesses they can show potential growth in the PPC account using search term report data.
Step number three, you want to ask questions about current bid optimization and keyword research methods.
You want to ask some detailed questions about the optimizations. For example, do you have a target ACoS, and if something's above the ACoS, do you change it?
You want to gather granular details around specific methods that are being used to optimize the account because in your head you have your own methods, right?
So if you know their methods, then what you can do is you can find the growth gap. If their methods are not very calculated or mathematical by nature or systematic, to whereas mine are. That's a huge gap. I can really provide a more systematic, calculated approach to optimization for their Amazon brand.
You want to do the same thing with keyword research. How often are they doing ASIN research for Amazon sponsored products product targeting? How often are they launching Amazon sponsored brands, sponsored brands video, or Amazon Sponsored Display campaigns?
Step number four, ask about their goals and their why. We'll say in this situation our prospect's name is Sandra. She has an Amazon private label business owner that does $100,000 a month. And you ask, hey, what's your next monthly revenue goal or profit goal, and in what timeframe do you want to achieve that?
And Sandra says, well, I want to go from $100,000 per month to $200,000 per month in the next eight months. And you say, awesome. How are you going to get there?
And then the big thing you want to ask is why.
That's how you meet them heart to heart. And that's how you build that relationship on the call.
And then step five, you want to kind of transition to, so you say something like, all right, I've gathered all the information that I need from your accounts and about how you want to grow. Is it cool if I share a little bit about what I do? So you just want to state how you can help grow their business. You know, like real quick you say, well, I do PPC management and I usually focus on seven and eight figure Amazon brands, and the goal really is to use advanced methods to increase PPC sales and lower ACoS.
And then step number six is you want to ask them if they have any questions about anything. So they're going to ask you questions about your service and what you offer.
And then you're going to answer those questions. I'd say like one to two sentences. You don't want to go in too deep on things because you don't want the call to be stretched out too long.
And at the end of the call, when you state the price, this is going to be where step number seven happens. So one of two things happens. You state the price of your service. Let's say it's $3,000 a month. And then they say, awesome, let's sign up.
But most likely what will happen is they will ask you questions like, hey, why is it so expensive? That's the most common one.
And you say, well, based on my forecast, if you look at where I can take your account, my service really isn't that expensive, when you look at the amount of growth that your account has.
So that's one way, showing them that it's an investment. It is a cost, it's going to show up as a cost, but it's also an investment because you've done the audit, you've done the forecast, and you can say, hey, actually, it's not expensive at all, because we can increase PPC sales by X percentage, or we can lower ACoS by this percentage, which would save you this amount of money.
So I hope you found this video about using an Amazon PPC consulting sales script helpful. Thank you so much for watching this video.
Huge thank you to @taylorbenterud, @samovenstv, and Ajay Shankar for mentoring me in sales when I was just a pup.