Explore what possibilities are out there
Beyond hosting a website, there are so many tools to integrate with your client's main web platform and Klaviyo that can further support their goals for the future. In general, these tools help facilitate the various touch points they have with a customer: from the moment the customer first hears about their brand to when they step into the role of a VIP, having stayed loyal to that brand long-term.
Quick tip: The gallery below shares what integration “categories” fit into each stage of the marketing funnel. If your client is experiencing a gap at a specific stage, go to the Tech Partner Directory and filter by category to see what tools can support them.
Awareness
Tools that raise awareness will help you spread the word about your client’s brand to prospective customers.
Common categories:
- Advertising
Target segments on social, or sync new leads to Klaviyo. - Direct mail
Send mail with links to your site to gain new customers or subscribers. - Social media
Sync social media data into Klaviyo to uncover new leads. Remember someone must opt into marketing before sending email or SMS.
Example:
SWAK Cosmetics uses Facebook ads to promote products online to relevant segments synced from Klaviyo, say recent site browsers who never placed an order. They also built Facebook lead ads that encourage viewers to opt into email and SMS; once they fill out this ad, they enter a Klaviyo flow.
Consideration
These tools move someone towards considering a purchase by helping prove the value of a client’s product or service.
Common categories:
- Ecommerce platform
Sync data to Klaviyo around website views, engagement, and eventually purchases. - Help desk
Provide support to customers with brand or product questions, and follow up via Klaviyo flows or SMS conversations. - Onsite quizzes
Build robust quizzes that sync results directly into Klaviyo profiles to use in forms, campaigns, and flows.
Example:
After SWAK gains the attention of a new lead, that potential shopper navigates right to their WooCommerce website that is integrated with Klaviyo. If they have any questions, they may ask the SWAK team which uses Gorgias to manage support tickets. Otherwise, they can fill out a makeup quiz to find their perfect palette; SWAK uses Digioh to build that unique experience.
Conversion
Conversion-based tools are those that help with the actual buying process.
Common categories:
- Shipping and logistics
Sync shipping information to Klaviyo, sending automated flows that keep recent customers updated on their order. - Mobile app
Facilitate the mobile shopping experience and continue to engage shoppers after their first purchase with Klaviyo push notifications.
Example:
SWAK integrates with Buy with Prime to attract more shoppers to convert. They’ve also invested in a mobile app using Tapcart to engage customers who shop on their phones. They then communicate with these shoppers via Klaviyo push notifications, sending timely flows or campaigns.
Retention
Tools that retain customers keep them coming back to your client’s brand due to a superb customer experience.
Common categories:
- Returns
Allow customers to return products they’re not satisfied with, sending automated flows that are timed just right to facilitate this. - Subscriptions
Allow customers to shop on a set schedule, encouraging subscription sign-ups via forms and campaigns, then automating confirmations and updates in flows.
Example:
After someone places an order, SWAK tries to retain them long-term. They’ve invested in a subscriptions system, Recharge, so if someone can purchase SWAK’s monthly style package.
Advocacy
Tools that drive advocacy turn a casual shopper into a VIP shopper. These tools can also incentivize them to spread the word about the brand.
Common categories:
- Loyalty programs
Award points and other bonuses for VIP shopper segments to buy again. - Referrals
Incentivize your top shopper segments to spread the word. Then automate referral thank yous and other loyalty messages within flows. - Influencer or affiliate marketing
Allow brand evangelists to spread the word about this brand to their network. Create unique welcome flows for new customers who hear about the brand via influencers; and engage influencers themselves through campaigns and flows.
Example:
SWAK develops a community of loyal brand enthusiasts who shop often. They incentivize them with a points system using a third party loyalty program, Loyalty Lion. When someone places an order, they receive loyalty points via email to use on their next purchase.
Follow this implementation checklist
As you work to pitch and implement this new tool and service for a client, make sure to complete the following steps:
Step 1: Confirm the tool fits into their tech stack.
Before recommending a new tool to a client, it is imperative that you confirm that it fits into their existing tech stack. What do we mean by this?
Before pitching the tool, you must first ensure that it:
- Integrates with their existing ecommerce platform.
If not, you will need engineering support to integrate. If you do not have an engineering team or teammate, then this is not the tool to proceed with. Instead, research one that does integrate natively with their existing platform. - Integrates with Klaviyo.
Klaviyo has over 350+ tools that we integrate with, all shown within our integrations directory. That said, not all are managed by Klaviyo. The easiest tools to implement are those that were natively built with Klaviyo. That said, if there if you are hoping to integrate with a tool that you do not see listed among our directory of options, you can always do an internet search for "Klaviyo <company> integration" to double check if something exists that is owned by a third-party provider. Just keep in mind that if this is not managed by Klaviyo, then our team cannot offer additional support for implementation and management.
Step 2: Pitch this new tool to the client.
Set up a call with your client (or add this as the main agenda item for your next scheduled call) to discuss the possibility of expanding their tech stack. At this point, you should clearly understand your client’s goals for the year and how this tool directly impacts them. Use this to build a proposal that proves that impact.
Your proposal should focus on:
- Why they should invest in this new strategy:
- What kind of revenue they can gain
- Their anticipated return on investment
- Typical business growth that other brands have experienced
- Background around how this has worked for other clients or businesses in their industry
- How your team will implement this strategy:
- What the expected timeline is
- Key milestones to get to their end goal
- The expected impact on their business at each stage
- What the end product looks like for other brands like theirs
In preparation for this call, keep the following frequently asked questions in mind, as you may hear any of these in response from your client:
- How will you help implement this tool or service?
- How much will it cost to implement?
- Who is responsible for maintaining this service?
- How long will it take to implement?
- How much will maintenance cost?
- What kind of training does my team need on this (if any)?
- What kind of support does this platform offer?
- Have you had any clients see success with this already?
- What is the estimated impact on our brand? (i.e., why should we invest in this?)
Step 3: Handle objections effectively.
Many objections fall within the BANT (budget, authority, need, and timeline) framework. Review the bullets below for common objections and some recommended talk tracks, so you can be prepared to respond with a clear value-add for the client.
Budget
- Objection: This tool (or service offering) is too expensive.
- Response:
Here’s what your revenue looks like now versus what it could look like with our suggestions. We have a proven track record of implementing [TOOL] with businesses just like yours, who have seen [NUMBER OR STAT] increase in revenue after [TIMEFRAME]. I'm confident we'd be able to deliver the results we spoke about and our fees are appropriate for the level of service we offer.
Authority:
- Objection: I'm not responsible for making this decision.
- Response:
Ask for all key decision makers to attend your next call to pitch the value add, cost, and projected return on investment of this tool or new service. If a decision maker is unable to attend, ask the follow questions in response:- What is your approval process?
- When is the best time to follow up with you both?
- What kind of pushback do you think you'll face and how can I help you form a business case?
Need:
- Objection: I don’t think we need this service.
- Response:
While it may be hard to picture now, this change can become a key part of your marketing strategy. Within your industry, [PERCENT] of brands have employed this strategy. In our experience working with clients, you can expect to see [STATISTIC] within the first [X MONTHS]. Right now, you’ve noticed a gap in [STRATEGIC STAGE OF MARKETING FUNNEL, e.g., customer acquisition] and [TOOL/SERVICE] is one of the leading ways to boost engagement here. If you have any questions, we are more than happy to walk you through what this would look like in practice to help alleviate any worry you may have.
Timeline:
- Objection: Now is not the right time for this service.
- Response:
These important decisions take time. How about you review our proposal with your team and we pick up this conversation in our next call on [DATE / TIME]. We can also send along case studies that give you additional insights on what the expected return on investment is in [TIMEFRAME] of implementation for additional context. If you have any questions in advance, please let us know. If you decide that this is not possible at this time, that is okay. We can come back to this idea in our next quarterly review when the timing may be right.
Step 4: Incorporate tech stack management into your pricing structure.
As you take on new tech implementation and management projects, don't forget that this is an added service you're offering the client. With an added service, comes an added charge.
How you charge for this service will often vary based on your typical pricing model, any existing contract with the client, and the level of intricacy of this service. Often agency’s will do the following:
- Add hourly tech rate to your retainer:
As you build out a new strategy with your client, add hourly line items to your retainer or package that accurately reflects the amount of time spent implementing this new strategy and then maintaining it over the course of your contract with them. - Add tech stack management to their overall packages:
For future client packages, incorporate tech stack management into your plan, that accounts for the time you will spend and cost of this service as you maintain a healthy and scalable tech stack for your client over time.
Need additional guidance? Bookmark our Pricing and packaging resource to review next.
Quick tip: Expand your partnerships
Many of Klaviyo’s agency partners do not only partner with Klaviyo, but also work with a wide range of other software services and platforms. Doing so diversifies your areas of expertise and allows you to access important product information, updates, agency-specific resourcing, and even revenue share should your client move forward with this service.
While you work on pitching and implementing this tool with a client, try contacting the partnerships team at that tech company if you are not already connected with them.