The best digital salespeople aren’t just selling—they’re guiding. With the right materials, mindset and momentum, your pitch becomes a performance your client won’t forget.
🔑 Key Takeaways from this article:
· Prep with purpose. Use Vici’s tools—research reports, spec ads, and the 5-step process—to walk in confident and client-ready.
· Pitch smart.Ask the right questions, personalize your strategy, and show how digital solves their problems.
· Overcome objections. Use co-op dollars, track ability, and smart reallocations to turn “no” into “let’s go.”
· Be a partner, not a vendor. Stay involved post-sale with reporting, optimization and ongoing strategy support.
🎬 What goes into the greatest sales pitch ever?
Closing sales is crucial to growing your business. But let’s be honest—most decision-makers are busy, distracted and not easily sold.
Modern buyers are more knowledgeable than ever and SalesFuel found that before even meeting with a seller, nearly 42% of buyers will research you online which means that you need to make a strong first impression.
So, whatDOES get their attention? Personalization. Proof. Performance. Here’s your 30,000-foot overview of The Closing Process that we will use as our outline:
💬 Real Talk: Selling is a Conversation, Not a Script
The key is understanding their goals and showing them how your strategy aligns with their business goals. Stop wasting time on crafting that flashy close, practicing those smooth one-liners or trying to learn fancy digital lingo. All you need is to come prepared, ask smart questions and show how digital solves their specific pain points.
Let’s dig into best practices on how to overcome common objections and obstacles and how to position yourself as the credible digital expert that you are.
Tools of theTrade: Vici’s Collateral. What to use when?
Before you even sit down with a client, make sure you’re familiar and armed with the rightVici materials.
📝 5-Step Vici Process
To build credibility and trust, we have a 5-step Vici Process that WORKS!
1. Create a ValidBusiness Reason for WHY they should meet with you.
2. Do a CustomerNeeds Analysis in your first meeting.
3. Take what you learned and work with your Digital Point Person to submit a Request forProposal to Vici.
4. Present your branded and client-ready proposal to the client.
5. Get the sale!
📆Set The Meeting
If this is a potential client, you need to stay in front of them while you await your meeting. To do so:
· You can use one of Vici’s Success Stories that relates to their business and send it to them.
· Send an email with digital factoids, stats or info from our Vici Blog
· Send an email with a slide from the Client Capabilities Presentation that relates to what you’ll be pitching:
🧠 Lead with Intelligence: Your NO COST ViciToolbox
Before diving into the pitch, use Vici’s free tools to uncover insights, craft spec ads and set you up for success!
📊 Customer Insight Reports - Insights into your list or foot traffic to a business location, such as age, ethnicity, household income, children, home value, psychographic characteristics. It’s a peek behind the curtain that helps you tailor the strategy.
🔍 Research Reports include:
All wrapped up into a client-facing, ready to go presentation for you to really knock their socks off.
They even include specialized info like industry terminology and recent trade news specific to that vertical that will help you SHINE in this meeting!
🎨 Social Mirror Spec Ads are one of the most powerful prospecting tools in your Vici toolbox. Through adtini (Vici’s new digital sales enablement tool), requesting a spec ad is as easy as 1,2,3.
Pair these with your pitch deck for maximum impact. Nothing says “I’ve done my homework”like a strategy backed by real-world insights. So, after visiting their website and their social media pages in your prospecting phase, request a spec ad and have it ready to bring to your pitch presentation. Showing them what THEIR post looks like is just a chef’s kiss.
BONUS: 📚Read more on Overcoming objections with spec ads and research
💰 Don’t Forget Co-Op Dollars!
Still hearing “We don’t have the budget”? Flip that script. There’s nothing better than showing a client you care about their pocketbook and are interested in accomplishing their goals in the smartest and most financially savvy way possible.
Vici’s Co-OpReports help you uncover hidden advertising dollars:
This isn’t just helpful, it’s a game-changer.
📝 Client Capabilities Presentation Checklist
Use this to prep. It helps you research your client beforehand and formulate the right questions. Bring it to the meeting to guide your discovery process.Make sure you get to the root of the issue and set the next appointment to bring back the proposal.
💡 “Would you like a modern alternative to your billboards that lets you reach people in gyms, grocery stores, or doctors’ offices, and only pay for your target zip codes?”
That’s DOOH(Digital Out of Home) in action.
💡” Would you like a more cost-effective alternative to your direct mail? Something that has frequency, track ability and is targeted?”
That’s Mobile Conquesting Address Targeting in action. (Orany BARCK+, Amazon, Meta or LinkedIn Custom Audience).
💡"I know your nephew handles your social media, but what if I could help you amplify that content to reach people who aren’t already following you? It looks just like your social posts but runs across all devices on thousands of websites and apps and requires NO creative!”
Boom. You’ve just introduced Social Mirror, without even saying the product name.
Selling isn’t just about saying the right thing, it’s about showing you get them.
💻 Client Capabilities Presentation
Used during the first meeting, this clickable deck is your storytelling tool. Tailor it—only show 2-3 digital products that align with their business needs. (Present digitally—don’t print!)
Want to really wow your prospect? Use our Vertical Master Sheet (found in yourVici drive) that has a vast selection of behavioral targeting categories, sorted by product for 15+ of our top verticals.
Grab a few of those to show your prospect that you’ve done your research, know who they need to target and most importantly – that YOU have access to serving ads to that audience!
At the end of this first meeting, set the stage for your next meeting:
💬 “Would you like me to put together a proposal to show you the products we talked about today with targeting categories and costs?”
💬 “What is your budget?”
💬 “Is there a particular start date you have in mind?”
💬 “Who should we include in the meeting when I present the proposal to you?”
👻 NOGhosting! Stay in touch with them and encourage them to follow up with any questions or thoughts after the meeting.
🔎 Overcoming Objections
What truly sells digital? Trackability. Trackability + transparency = trust. This isn’t radio or print—it’s measurable, adaptable, and accountable. You’re not asking clients to “trust” the process—you’re showing them results.
According to Invesp, upselling to an existing customer is 68% more cost-effective than acquiring a new one. So, when you pitch digital, position it as a smarter reallocation—not an added expense.
Digital targeting allows you to:
🌱 Upsell with Purpose: Expand What’s AlreadyWorking
Your easiest sale? Existing clients. Build on success! Clients already see the value—now you’re helping them scale. If they’re not yet investing in digital, the Client Capabilities Presentation will help identify where to start.
Start small, track results, then recommend expansion. Suggest reallocating underperforming traditional spend into higher-performing digital products (use your client needs analysis sheet for guidance!).
📣 Check out this related blog on digital upselling strategies
🎯Pitch a Plan That Meets Their Needs
Fill out an RFP Form and give it to your Digital Point Person who will enter the information into our portal. In 2 business days, you’ll geta Digital Campaign Planner & client-ready Proposal from Vici.
You’ll use all the information you gathered from your first conversation to choose the right products, the right targeting strategies, the perfect audience, etc. Too many options can cause doubt and “analysis paralysis.” Say things like: “Here’s what I would do” to express your belief in the plan! Bring the energy and passion to the meeting to assure your prospect that you’re invested.
Use trial closes during the Pitch Presentation to move your prospect to “yes.”
💬 “How do you feel about what we’ve discussed so far?”
💬 “Any questions or concerns?”
💬 “Have I missed anything that we talked about last time?”
💬 “Is there anything you would like to change?”
🤝 The Fun Part: Close it out!
If you have confidence in what you are presenting and believe in the product, you will find yourself knocking down the “no’s” and turning them into “yeses”.
When you do close the deal and you get that pretty John Hancock signature, talk to the client about some potential conversions to track and explain how that would work. Do they want to sell tickets, do they want phone calls, people to go to the website, or click on a certain page?
Also give them a sample report on the products that you pitched and let them know you’ll come back and go over their monthly reports with them.
You are continuing to guide them through the process and continuing to strengthen that credibility and trust. Don’t just sell the deal and move on. Position yourself as a business partner and a digital expert, not a vendor.
✨ Final Thoughts: Seal the Deal
· Selling digital isn’t about memorizing a script—it’s about building trust through insight, strategy, and real results. The best closers don’t rely on pressure—they show up prepared, ask smart questions and offer real solutions.
· Lead with research. Tailor your pitch to the client’s goals. Stay involved after the sale. That’s how you go from closing deals to creating long-term partnerships.
· Bring the energy. Be consultative. Show the proof. Position yourself as the strategically your client can count on.
Need a Research Report, Spec Ad, or help customizing your deck? Contact your Digital Point Person or use adtini to get started now.
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