5 Steps to Prepare for Your Agency’s Next First Meeting with a Prospect
90% of ad agency principals say, "Get me in front of a potential client and I’ll close the business"
Most of the time, this is both the wrong objective and not the outcome.
I remember a client from a successful regional agency. They had outstanding creative, long-term client relationships,
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Market intelligence can help in this brainstorming exercise. For example, if you are pitching to a luxury automotive company you may want to use market intelligence to identify and profile people that are predicted to purchase an expensive car this year.
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Marketing is the process used to determine what products or services may be of interest to customers, and the strategy to use in sales, communications and business development. It generates the strategy that underlies sales techniques, business communication, and business developments. It is an integrated process through which companies build strong customer relationships and create value for their customers and for themselves.tomtom navigator
It generates the strategy that underlies sales techniques, business communication, and business developments.
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One of the most important things to keep in mind is that the lowest price is not always what your prospect is looking for. More often than not, agencies are looking for experience. Government customers value positive past performance, previous government experience, and stability.
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If you have been in sales for some time, you know are may have known some people that lost a sale by making some simple mistakes. Maybe they were closing the sale and missed an important piece of information or simply dealing with the wrong person. What it comes to is lack of preparation.
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