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Social Media Marketing Agency: Building a List of Qualified Potential Clients

social media marketing agency

Social Media Marketing Agency Business Building Tips for Building a List of Qualified Potential Clients

Keep in mind that sales is a simple 3 step process for a social media marketing agency:

  1. Prospecting & booking the meeting
  2. Asking questions & building a list of potential clients for your Social Media Marketing Agency
  3. Getting agreement & closing the sale

In today’s post we are going to focus on step 2, building a list of qualified prospects or in sales terms building a sales pipeline. And the way we do that is by asking questions.  In sales process terms it is called the discovery meeting.

What is a Sales Pipeline for a Social Media Marketing Agency?

A sales pipeline is a list of sales opportunities you have developed through having conversations with prospects (asking questions) and determining that they have a problem you can solve.  They are actively looking to solve the problem, are willing to explore solutions with you as a social media marketing agency and have a budget to purchase services ready.

The Discovery Meeting: Getting to Know Your Prospects

Once you have a conversation/meeting booked what do you ask them?

The purpose of your first in depth business meeting with a new prospect is to understand their business.  It is not to explain who you are or what you do.  Don’t talk about your company’s history, your experience, or the features of your product or service. They don’t care. Instead, focus your entire conversation on the prospect, and they’ll be much more interested in engaging with you. Your audience cares about one thing WIIFM (What’s In It For Me). 

social media marketing agency

4 Simple Steps to a Successful Discovery Meeting in Sales

Your goals in this first meeting include:

  1. Build rapport
  2. Build respect
  3. Uncover some business problems
  4. Book a follow meeting

You do items 1, 2 and 3 all by asking 10 – 20 intelligent questions. The questions break down into 3 categories:

  1. The facts and goals of their business
  2. Business challenges and problems
  3. Do they have money and timing

Here are 3 examples of each.  Put them in your own words.  Ask them in this order: facts, challenges, $.  Do not mix up the sequence.

social media marketing agency

Facts and Goals:

  1. What types of products or services do you sell?
  2. Who is your target audience?
  3. How much traffic do you get from Pinterest today?

Challenges and Problems:

  1. What types of issues do you deal with trying to figure out Pinterest?
  2. What is your biggest marketing problem?
  3. What 2 concerns do you have about social media marketing in general as it relates to growing your sales?

Money and Timing:

  1. Do you have a budget for Pinterest marketing?
  2. How much have you allocated?
  3. If you find the right partner when do you want to get started?

Easy right? You need to memorize this. Just look at your script. You can also create your own to match what you think should be asked.

What’s The Next Step?

At this point you have completed step 1 and 2 of the sales process. Next, follow these steps:

  1. Schedule the next meeting or conversation before it’s over. It’s as simple as that.
  2. Send them your written proposal within 48 hours of completing step 2.
  3. Proceed to step 3: closing the sale.


Gather the facts to learn about their business.  Your goals as a social media marketing agency in this questioning process to determine if they have problems that you can solve because no problems = no sales. Plus to see if they can afford you so you don’t waste your time.

Asking those questions to 10 or more people per month will help you build up your sales pipeline and start to make sales. Click here learn more about how to start your own Pinterest management business


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