Companies are clamoring to get their products and services in front of social media users. It’s easy to see why. According to a new study by Accenture, social commerce sales are set to reach $1.2 trillion by 2025. Though social media is a powerful sales tool, it can be infuriatingly complex. 

You need to churn out content, post it at the right time, use relevant hashtags, and oh-so-carefully monitor your brand’s reputation. Then there’s the ever-changing algorithm that can make your perfectly executed marketing strategy worth zilch overnight. That’s why social media and SEO consultants are in feverishly high demand. 

Before social media and SEO consultants can start working with clients, they first need to win their business—and that requires negotiation skills. So, if you’re interested in jumping into this burgeoning field or simply want to carve out a larger slice of the pie, consider investing in sales training programs. These courses can equip you with powerful negotiation skills you can use to win over clients and close deals. Here are a few examples.

Understand the client’s needs

The more you know about your potential client, the stronger position you’ll be in to sell them your services. So, before negotiations kick off, do your research into your client. This includes:

• Analyzing their website and social media platforms. See what type of content they are sharing and what type of engagement they are receiving in return. This will give you a good idea of their target audience. 
• Reading industry news to get a clearer picture of what challenges their business might be facing.
• Perform competitor analysis. This will give you some idea about the ranking of your client’s social networks as well as the kind of strategies being used by the competition.
• Scouring the web for customer reviews. This will give you insights into the quality of their products and services, as well as their general reputation.

After you’ve gathered this information and more, schedule a discovery call. Use the call to cement your understanding of the client’s business and pain points. Find out if they are currently using any SEO tools and what results they have received. During sales negotiations, use this information to position yourself as the solution to their problem. 

Be prepared

Negotiations can be stressful and nerve-wracking. If you are unprepared, it is easy to get tongue-tied or ramble unconvincingly during the meeting. Stumbling through a meeting is unlikely to inspire confidence in your skills. 

Being well prepared gives you the best chance to make a positive impression. To prepare for a sales negotiation:

• Create an agenda that covers all the topics you need to discuss. Make a note of the key points you want to hit during the negotiation. 
• Practice what you want to say so that you can deliver your pitch with confidence.
• Prepare answers for common objections. This will help you think on your feet and come up with the best responses in the heat of the moment. 
• Make sure you can explain technical SEO lingo in simple terms. 
• Collect facts to back up all the claims you make. This could be data from previous projects or case studies from other businesses in the same industry.

Present multiple offers at once

One of the best negotiation strategies is to present multiple offers at once. Sales training programs say this gives the client choices. When customers feel they have control, they are more likely to be happy with the outcome of the meeting.

For example, you could offer different package deals like those listed below:

• Full-service option – It includes all the services you can offer a client. 
• Platform-specific – Similar to the full-service package, but it focuses on one platform, for instance, Instagram.
• Service-specific – For example, visual content creation. This could include designing social posts from scratch, creating promotional banners, building infographics, and filming short videos. You can choose whether to offer this for one or multiple platforms.
• Social media consulting – This could be an attractive option for businesses that want to learn more about social media and how to use it effectively. It can involve teaching their teams best practices, helping them develop strategies, and providing feedback on their progress. 

By presenting multiple offers, you increase the chances that the client will find something that meets their needs and budget. 

Build Rapport

Taking time to build rapport with the client can make a big difference in the outcome of negotiations. When you establish a good relationship with the client, they are more likely to trust you and be open to your suggestions. 

According to research published by Business Insider, the first five minutes of a negotiation can either tip the scales in your favor or put you at a disadvantage. So, how can you make the most of this brief window? 

• Be friendly and personable. Smile, make eye contact, and use an open posture. 
• Find common ground. This could be a shared love of hobbies, sports, books, or anything else that gives you something in common to bond over.
• Use active listening skills. This means listening attentively to what the other person is saying and responding accordingly. 

Get everything in writing

As the saying goes, “the devil is in the details.” This is especially true when it comes to negotiating. A written agreement protects both of you and solidifies the details of the agreement. Not only can it give you peace of mind, but it also helps avoid any misunderstandings or surprises down the road.

You can send an email confirmation after the meeting. Or you can have a formal draft contract. Sales training programs recommend contracts for more complex and expensive projects or when working with new clients. Be sure to include:

• the names and contact information about you and the client
• a description of the services to be provided 
• the price of the services 
• the duration of the project or agreement 
• terms and conditions 
• yours and the client’s signatures

Don’t be afraid to walk away

The most important thing to remember during any negotiation is that you have the option to walk away. This doesn’t mean that you should threaten to leave every time things get difficult or heated or even never compromise if the situation presents itself. It means that you should be comfortable with the idea of walking away if the meeting doesn’t go the way you want it to. 

Of course, walking away is only effective if you are truly prepared to face the consequences of not securing the deal. So, before you get to the negotiating table, know what you will and will not accept. This will help you stay calm and confident if the client tries to push your boundaries.

Next Steps

Sales training programs can help sharpen your negotiation skills. However, with so many options out there, how do you choose the best one? Here are a few factors to consider:

• Flexible learning options, such as online courses or in-person workshops.
• Real-world experience through role-playing and practice sessions.
• The ability to tailor the program to your needs.
• Expert instruction from experienced sales trainers.