Client Meeting

Rapport

Personal Connection/Your WHY/Their WHY of getting into (industry)
ROADMAP - “I wanted to meet today because at City Lifestyle, we position local, best-in-class businesses in front of our affluent audience by marrying luxury print and social media ads. This helps you gain trust in the community and you become the business they see everywhere. That being said…
PUSH AWAY - I’m only partnering with a few (industry), and we aren’t a fit for everyone, so what separates you from your competition?

Investigation (Dig in and use these nuggets when you present mag/close)

Community involvement and events?
What is most important to you in your business now?
Goals 1-3 years…how are they tracking on those?
Who is your target audience? (demographic)
What is the value of a client/customer? (ROI)
What are you doing for advertising/What has worked and what hasn’t worked?
- Print - how long, message, ad size, budget, ROI
- Digital -organic vs paid, what platforms, budget, agency or on owner, how’s it going?
- Direct Mail - location, how many/how long, budget, ROI

Build Value

So to clarify, ______ is most important to you?
Value to the client & community (magazine tour)
Pull out phone and show the custom CL website example during the business monthly
Hand them the magazine and ask:
- What do you think of the magazine?
- How do you see your business in the magazine as it pertains to ad size?

Transition to Media Kit: “I think (ad size) would be great for you. Let me show you our audience and how we combine print and social ads to position you as THE go-to (industry) in town.”

Close

Validate Audience & Partnership (Show Media Kit page 1)
Bridge to digital page - 82% stat - “The magazine builds trust and is the first impression, but we also know they live on their phones. That’s why we retarget that same audience on Facebook and Instagram with co-branded Meta ads. Same targeted affluent customer, more impressions, so you stay top of mind.”
PULL OUT DEVICE - Show Meta ad examples (Media Kit page 2)
- Single image, carousel or video ads, you decide where they are directed to, website, landing page, CL custom webpage.
- You have your own dashboard to track your results and we also offer white-glove service, ad design and strategic placement, so you can focus on taking care of your customers.
Present 2 ad sizes as a bundle (size they like & one size up)-
Preferred ad size and one up (You’d get both the full page and social media ads with 30k guaranteed impressions…)
OR present one ad size up
After they choose what size, if they push back on TERM - handle it.
If they push back on price, tell them you can take $500 off the investment and start with 15k impressions. “So that full page with the social media ads would only be $2185, sound good?”
Identify & Isolate objections
Signing or Follow-up
Credit card, Referrals, 2nd appointment