MEETING INTRODUCTION SCRIPT
________
THE PBC (Purpose Benefit Check)
1. “I’m actually quite curious, and I usually like to start off my meetings by asking
this: when you scheduled this meeting with us, what exactly were you hoping for
the meeting to yield — in other words, what would be your dream outcome from
this meeting?”
-
This sets the goal straight from the beginning of the meeting. The prospect
is already starting to think towards the end goal of the meeting.
Common replies to the PBC:
1. Well, we’ve been struggling to make social media marketing work for us.
2. We want to increase our online sales and we thought social media
marketing might be the right solution to making this happen.
3. We’ve been meaning to start running ads for a while, but we don’t have the
expertise nor the right team to do so.
Answer:
“Alright we understand, that’s a good foundation for us to move forward on,
because that already tells us that you’re ambitious about making this work — and
we usually only like to work with businesses who are really hungry to grow their
business through social media, and who actually believe that it works. That just
makes the whole process more interesting and usually yields better results.”
________
The research / informational phase
“So we’ve of course done our due diligence, and we have a few assumptions and
predictions that we can share with you, but we’d love to start out by just simply
asking you: Have you had any social media marketing strategy set in place up until
now, and if so, what may that have been?”
Yes - reply with what they could have done better or why it didn’t work (authority)
No - immediately puts you in a position of authority. Confirm that you understand,
but that it’s a critical situation for them not to be running ads.
So from our research:
- We could tell that you’re currently clocking in around 300 daily visitors on
avg. (get their confirmation on this number)
- We’d assume you’re currently sitting between $10.000-$20.000 in monthly
revenue? (get the price number, all numbers on the table.)
- Your biggest competitors seem to be (1, 2 & 3) - mention if they’re running
ads.
________
Future goal setting:
“So now that we have all numbers on the table, it’s easier for us to move forward”
“We already have a clear idea of the height to which we could take your brand in
the next 3-6 months - but we’d love to ask and hear an answer from you personally:
In terms of revenue, where would you like to see your business be in 3 months from
now, as well as in the horizon of 6 months from now?”
Client goals answer:
- “We’d like to grow from $10.000 to $15.000pm in the next 3 months, and then
to $25.000 in the next 6 months”
“Interesting, they’re not bad objectives at all - but we actually had our expectations
set slightly higher:
In terms of our experience, these are the predictions we had set for your brand if
we were to go all-in with our social media marketing efforts for you:”
3 month horizon: $25.000 per month in revenue
6 month horizon: $50.000 per month in revenue
“But if it makes you comfortable, we can confidently say that your goal is quite
modest - and by all means very achievable.”
________
Moving further towards the objective:
“Now, I think we can all agree that some sort of change or action needs tto happen
for that growth to occur - correct?”
-
“Absolutely”
“Alright great, well we’re not trying to close any deal as of yet. Firstly, we’d like to
present our services and exactly what we can do for you - and then we’ll evaluate if
it’s right to move forward from there.”
Next step - presenting your services.