13 Questions Ad Agencies Should Ask Prospective Clients
What are the best questions to ask when your ad agency first meets a prospect? Check these out and then submit your favorites
In every prospect meeting, new business people have the opportunity to ask a few good questions. Ask the right ones and you'll find the opportunities you need to win.
Here are 13 good
The Comments of Others
I was yesterday at Brian Tracy’s sales seminar in Helsinki, Finland where he taught us to have a clear agenda for every sales meeting. He also advised to print out the agenda with the key of questions written in it.
Then you give your questions to your prospect and start going it through step by step together. You simply go through that list of questions with your prospect. The list of questions is planned to lead to the outcome you desire.
I tried using Brian Tracy’s technique today with a new prospect in our first meeting together. It worked like magic. He asked for a proposal.
What I’m going to do in my next potential client meeting is to try to use Todd’s questions in my printed agenda. I’m betting even better results than before.
Once again, Todd, a simple and useful article. Thank you.
Best of luck to all new business hunters,
Timo Jäppinen
Great insight. All good questions. Here are a couple of variations we’ve been asking lately in new prospect meetings.
What factors do you you consider when selecting a new agency?
What is the decision making process for selecting a new agency?
We find that understanding exactly what the client is looking for and how they make the final decision helps.
I’m not sure if I full agree with the list. I think these are really more focused on just how to get the account—and sound like it. I prefer questions that really help you get into the minds of the client more. If I can then come back with a few observations that result the client saying,“that is exactly what we were thinking” there is no better way to prove you’re on the same page.
Some of my common questions—on the B2B side—are things like what’s your sales process, why do you lose accounts or pitches, what is preventing you from growing your business.
Asking questions, like, what can we do to exceed you wildest expectations, is like asking a Woman, “What can I do to make you love me?” You’ll be lucky to get an honest answer, and if you do, you’ll be lucky if they actually know the right answer.
The questions was very informative
Good questions. Good article. Thanks for posting and sharing.
the article covers all the possible questions in 13.. really interesting and a needed one for the up and new comers!
Great work!
Saw the link to your blog on Twitter and found the list useful for an immediate business development issue! We received an RFP from a large prospect today but I have always told my Biz Dev director to gracefully decline RFPs since it’s not an effective sales position (no relatoinship, just an agency on due diligence list). However, I mentioned that we could turn these questions around on the coordinator of the RFP to open a dialog about their current agency situation. Once we know more, she could then tailor comments about our unique approach that might open the doors outside the RFP! Thanks…