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  • L2T1 Prospect Types

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    Fran Etsy
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    The document discusses different types of potential clients or "prospects" for a PPC agency: new advertisers, existing advertisers, and lapsed advertisers. For each type, it outlines their characteristics, potential pain points or objections, and key questions to ask. It also discusses different business types and management styles to consider when choosing prospect types, as well as communication needs and expectations that vary between short-term or long-term focused clients. The goal is to help the agency select their preferred type of client to work with.

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    The document discusses different types of potential clients or "prospects" for a PPC agency: new advertisers, existing advertisers, and lapsed advertisers. For each type, it outlines their characteristics, potential pain points or objections, and key questions to ask. It also discusses different business types and management styles to consider when choosing prospect types, as well as communication needs and expectations that vary between short-term or long-term focused clients. The goal is to help the agency select their preferred type of client to work with.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    15 views14 pages

    L2T1 Prospect Types

    Uploaded by

    Fran Etsy
    The document discusses different types of potential clients or "prospects" for a PPC agency: new advertisers, existing advertisers, and lapsed advertisers. For each type, it outlines their characteristics, potential pain points or objections, and key questions to ask. It also discusses different business types and management styles to consider when choosing prospect types, as well as communication needs and expectations that vary between short-term or long-term focused clients. The goal is to help the agency select their preferred type of client to work with.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 14

    PPC Agency Kickstart

    Kickstart Marketing
    Prospect Types
    Rob Warner
    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    Objective: To choose your preferred prospect type

    New Existing Lapsed Business Types


    Advertisers Advertisers Advertisers
    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    YOU DO NOT HAVE TO


    WORK WITH ANYONE
    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    New Advertisers

    Need to be sold Pain Points Key Questions


    on Adwords
    ● Need educating ● Lack of leads ● Are you getting
    ● Likely sceptical ● Lack of sales enough inquiries
    (heard it’s expensive) ● Losing opportunities online
    ● May not have to competitors ● Do you have an
    budget/cash ● Page 1 advertising budget
    ● May lack data to visibility/reputation ● Would you like a
    review control market analysis
    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    Existing Advertisers

    Already sold Pain Points Key Questions


    on Adwords
    ● Have budget/cash ● Agency performance ● What are your targets
    ● Have results that can ● Time to manage ● Are you hitting them
    be reviewed ● Campaign ● Would you like an
    ● May have a provider performance account review
    contract
    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    Lapsed Advertisers

    Negative view Pain Points Key Questions


    of Adwords
    ● Believe it doesn’t ● Perception of wasted ● How long ago did you
    work money test
    ● Sceptical ● Distracts from other ● How much did you
    efforts spend
    ● What were the issues
    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    Sales approach introduction

    New Existing Lapsed


    advertisers advertisers advertisers
    ● You can achieve this ● We can save you ● Bridge the gap
    outcome money / time
    ● And / or generate ● Your last experience
    more leads/sales was bad because ...

    ● This time it will be


    different because ...
    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    BUSINESS TYPES
    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    YOU CANNOT BE A GOOD


    FIT FOR EVERYONE
    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    Who would you prefer to work with?


    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    Management style

    ● Corporate
    ● Entrepreneurial
    ● Non-profit
    ● Public service
    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    Communication needs

    ● Frequency of update
    ● Questions
    ○ Quantity/frequency
    ○ Quality/education
    ● Approval process
    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    Expectations and goals

    Short-term focus
    Long-term focus

    ● Travel - Hour by hour


    ● Corporate - Market share goals
    performance goals
    ● Non-profits - Long-term and
    ● Lead generation - demands can
    change daily
    ● SMBs - Month by month
    InvisiblePPC University | learn.invisibleppc.com | help@invisibleppc.com |

    ACTION CHOOSE YOUR :


    PREFERRED PROSPECT
    TYPE

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