Lesson 4 of 8 · 15 min
Social Media Management, Advertising Management and AI Automation. The services that turn one sale into a monthly relationship.
A website is built once. These are bought every month, and a customer who is happy in month one is usually still there in month twelve. This is where a territory stops being a list of one-off jobs and starts being a business.
It is also where you are paid again - the careers page puts it plainly: you are paid again every time a client of yours takes on another service, and again when they re-sign.
Starter is $450 a month, one platform, three posts a week. Growth is $850 a month, two platforms, five posts a week on each. Full Service is $1,500 a month, three or more platforms, posting daily.
What you are selling is consistency. Almost every small business owner has an Instagram account that stopped in a busy month two years ago. He knows he should post. He is not going to. That gap is the entire pitch and it does not require you to say anything about reach or followers - which, by the rules, you would not be saying anyway.
Starter is $500 a month for one platform with campaign setup and targeting. Growth is $900 a month for two platforms. Full Funnel is $1,500 a month, multi-platform, with dedicated landing pages.
Say this before he asks, every single time: that is the management fee. It is what we charge to build, run and watch the campaigns. The money that goes to the platform is his, it is separate, and he sets it. A rep who lets an owner think $500 includes the ad spend has created an argument for month two and it will be entirely his own fault.
Individual workflows start at $500 and it begins with a discovery call to map how the business actually works today.
This is the one where you must not get creative in front of the customer. Do not design the automation on the spot and do not promise a specific behaviour. Your job is to hear the repetitive thing that eats his week - the same six questions by phone, the quote that takes three days to go out, the follow-up nobody does - write it down, and book the discovery call.
A business is ready for this when something happens often enough to be boring and the owner can describe it. A business is not ready when nothing is written down anywhere and every job is different.
Almost never on day one. They get sold in the review conversation, which is the most underrated thing in this job: you built something, it has been running two or three months, and you go back and ask how it is going and what else is slowing him down.
The video Mark recorded says it in one line - you get the account, and then you go back and say, how are we doing, what else can we do for you. That sentence is most of the revenue in this business.
Click a card to turn it over.
Nothing is recorded and nothing is scored. This is for you.
An owner hears $500 a month for advertising management. What must he understand before he signs?
Why: Say it before he asks, every time. Letting him assume otherwise creates an argument in month two that is entirely your fault.A customer describes a repetitive job and asks exactly how the automation would work.
Why: Do not design in front of the customer and do not promise a specific behaviour or a time saving. The discovery call exists for this.When is the best moment to sell social media management?
Why: You get the account, then you go back and ask what else you can do. That conversation is most of the revenue in this business.Which of these may you say when selling social media?
Why: Describe the work delivered, not the result achieved. Consistency is what is actually being bought.