1.
How to Write a Sales Script for Digital Marketing

2.
PRODUCT
DIGITAL MARKETING SERVICES
FEATURES DIFFERENTIATION
• We are experts at getting websites to rank on the first
page
• We use machine learning to optimize website page
layouts to improve conversion rates
• Design, build, and update websites
• Create content for marketing communications
• Design and update marketing collateral
• Improve search engine optimization for websites
• Create short and long-form videos
• Paid-per-click advertising
• Create animated videos

3.
• Design, build, and update websites
• Create content for marketing communications
• Design and update marketing collateral
• Improve search engine optimization for websites
• Create short and long-form videos
• Paid-per-click advertising
• Create animated videos
PRODUCT
DIGITAL MARKETING SERVICES
FEATURES
DIFFERENTIATION
TARGET
BUSINESSES IMPROVEMENTS
• Get more clients and revenue online
• Increase sales revenue from new clients
• Strengthen their position in the marketplace
against their direct competitors
• Increase their market share
• Generate more leads
• Improve their brand and messaging
• Improve their internal and external
communications
• Make something work better
• Make something easier
• Decrease the time it takes to
do something
• Increase revenue or income
• Decrease costs or expenses
• Improve product quality
• Decrease the risk of
something bad happening
• Improve visibility or access to
information
VALUE
• We are experts at getting websites to rank on the first
page
• We use machine learning to optimize website page
layouts to improve conversion rates

4.
PRODUCT
DIGITAL MARKETING SERVICES
IMPROVEMENTS
TARGET
BUSINESSES CHALLENGES/CONCERNS
• Can be challenging to tell the story of the
company and its products
• Difficult to establish and improve branding for
the company and products
• Can be challenging to generate leads
• Difficult to get new clients
• Can be complex to figure out how to get more
revenue online
• Difficult to improve positioning against direct
competitors
• Can be difficult to increase market share
• What is the opposite of the
improvement?
• What problem goes away with
the improvement?
• What problem starts to
happen if this improvement is
not provided?
VALUE PAIN
• Get more clients and revenue online
• Increase sales revenue from new clients
• Strengthen their position in the marketplace
against their direct competitors
• Increase their market share
• Generate more leads
• Improve their brand and messaging
• Improve their internal and external
communications

5.
PRODUCT
DIGITAL MARKETING SERVICES
CHALLENGES/CONCERNS
TARGET
BUSINESSES PAIN QUESTIONS
• How difficult is it to tell the story of your
company or products?
• How do you feel about your ability to
generate leads?
• How important is it to increase revenue from
new clients?
• How happy are you with the amount of
revenue you are generating online?
• How much of a priority is it to improve your
positioning against your direct competitors?
• How important is it to increase your market
share?
• What question could we ask to
see if the prospect has each
challenge or concern?
• For each pain point the
product fixes is a question
that could be asked.
VALUE PAIN QUESTIONS
• Can be challenging to tell the story of the company
and its products
• Difficult to establish and improve branding for the
company and products
• Can be challenging to generate leads
• Difficult to get new clients
• Can be complex to figure out how to get more
revenue online
• Difficult to improve positioning against direct
competitors
• Can be difficult to increase market share

6.
PRODUCT
DIGITAL MARKETING SERVICES
TARGET
BUSINESSES CURRENT STATE QUESTIONS
• Are you working with a digital marketing agency
today?
• Who do you go to for changes and improvements
to your website?
• What is the CMS that your website is running on?
• How many websites do you have?
• Are you using videos or animations in your
marketing efforts?
• What are you using to generate leads online?
• How many leads are you generating online?
• When was the last time you considered other
options for help with digital marketing?
• Are you the right person to discuss this area
with?
• Currently have what you sell?
• Current vendor/provider
• Current systems and
processes
• People in the organization
• Current contracts and
expiration dates
• Size details – number of sites,
people, systems, etc.
• Current performance/stats
(technical, marketing,
financial, etc.)
• Last time evaluated other
options
VALUE PAIN QUESTIONS

7.
PRODUCT
DIGITAL MARKETING SERVICES
TARGET
BUSINESSES CUSTOMER EXAMPLE
• We worked with an oil and gas company.
• They had challenges telling the story of
the company and its products.
• We were able to help with our digital
marketing services.
• This not only helped them increase sales
revenue from new clients, but it also
strengthened their position in the
marketplace.
• Who have we helped that is
similar to the target buyer?
• What problem did they have?
• What did we sell to solve that
problem?
• What are two improvements
we helped to influence?
VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE

8.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
Building Blocks

9.
Cold Call Script
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE

10.
VALUE
POINTS
PAIN POINTS
CURRENT
STATE
PRODUCT
PAIN
QUESTIONS
DISCOVERY
OPEN
CLOSE
CURRENT
STATE
PAIN POINTS
PRODUCT
CUSTOMER
EXAMPLE
First Appointment Script

11.
Cold Email Campaigns
Email #1 Email #2
Delay
(1 or 2 weeks)
Email #3
Delay
(1 or 2 weeks)
Email #4
Delay
(1 or 2 weeks)
Email #5
Delay
(1 or 2 weeks)
Email #6
Delay
(1 or 2 weeks)
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
VALUE
POINTS

12.
Voicemail Messages
Voicemail #1 Voicemail #2 Voicemail #3 Voicemail #4
VALUE
POINTS
PAIN POINTS
CUSTOMER
EXAMPLE
PRODUCT

13.
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