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7 Google Ads Sales Mistakes
The Google Ads Lead Generation Academy Newsletter
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“Do you offer Google Ads” are words you’re bound to hear from your clients and prospects.
Here’s some tips that will help you close more deals, sign better clients and retain them longer.
Sell More Often:
Every client you have needs more sales and leads.
You need more revenue. (I’m just making a crazy assumption here).
Put the two concepts together and you have a perfect reason to promote Google Ads to every single client you have.
The more you promote Google Ads, the better and more comfortable you will become at the process.
You will benefit, your clients will benefit and your bank account will thank you.
(Have a client ready for Google Ads – connect with me at this link → Book a Call with Mark)
The Power is in the Question
When a prospect feels like they’re being pitched to they push back.
If a client does that to you, don’t push. Just ask these questions…
“Where do you go when you need a service, or restaurant review, or (fill in the blank).”“Google your service right now. Your competitors are getting those calls. Are you happy with that situation?”
“What is your alternative to Google Ads? Shared low quality leads from Angi?”
The questions answer themselves.
Believing Your Prospect:
There’s an old saying in the car business that goes like this…“Buyers are liars”
Is that a little harsh? Yes, but it has some truth to it.
Things you shouldn’t believe from a prospective client:1. If we start with this super low budget and you make it work, the sky’s the limit!
2. Do this work extra cheap to prove yourself – I’ll pay you double for the next job
3. I tried Google Ads before and it didn’t work (yeah – I tried exercising once, too)
Own the conversation and provide information to the client that respects your agency, your margins and their potential for success.
Targeting “Ideal Clients”
Many agency gurus talk about the need to pitch the prospect on obtaining their ideal client.
The challenge is that there are a lot more average clients than ideal ones.
They may say they’ll be happy with 3 solid leads a month from their ideal client – because, after all, they have a 100% close rate cause they’re so good.
But they won’t be. They’ll churn in a month.Go after the services with the highest potential to drive leads AND try to snipe off a few ideal leads.
Example: Don’t just target roof replacements. Target roof repairs, too. Let the sales process turn them into replacements.
You can generate too few leads to keep a client happy, but no one complains about too many leads.
Setting Budgets too low:
In today’s hyper competitive marketplace and an economy with constantly rising costs, small ad spend budgets are pretty much a thing of the past.
Keep in mind that Google Ads is a long term play designed to create a steady flow of incoming quality leads – the type of leads and lead flow that can transform a business.
Google Ads start slow and more expensive, then become more plentiful and cheaper as you buy data, optimize, learn the local market and identify the client’s sales process (or lack of it).
Ask for more budget than you need, not less.
Need some budget guidelines? Check out minimum recommend budgets for these popular niches
Website vs Landing Page:
Business owners are often irrationally in love with their own website (I know that I am).
They also don’t really understand the concept of a landing page very well. You can spend a lot of time and energy trying to educate them, or you can give them two options.
We offer two tiers of monthly recurring service – a lower cost if you use our landing page – higher if we use the client’s site.
Guess which option they usually choose.
DIY
This one is all about using your time wisely and focusing on revenue while maximizing your client results.
Find a reliable white label Google Ads partner (I just happen to know one 🙂).
The time and effort you’ll put into learning Google Ads on your client’s dime rarely equals the revenue you can generate going after your next client.
I hope you found some nuggets of wisdom in this week’s Google Ads Lead Generation Academy newsletter.
All the best,
Mark
When you are ready, there are 8 ways we can help you
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