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    Prospecting Process Steps

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    Jagannathan G
    This document provides tips for prospecting creative and digital agencies. It recommends: 1) Having expectations for long-term success as most marketers don't wake up wanting new services. Prospecting is a process. 2) Ensuring your work matches a prospect's industry, problems solved, and solutions provided to increase relevance. 3) Researching a prospect's website, audience, category, and competitors to better understand needs and customize your pitch to build trust.

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    Prospecting Process Steps

    Uploaded by

    Jagannathan G
    52 views8 pages
    This document provides tips for prospecting creative and digital agencies. It recommends: 1) Having expectations for long-term success as most marketers don't wake up wanting new services. Prospecting is a process. 2) Ensuring your work matches a prospect's industry, problems solved, and solutions provided to increase relevance. 3) Researching a prospect's website, audience, category, and competitors to better understand needs and customize your pitch to build trust.

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    This document provides tips for prospecting creative and digital agencies. It recommends: 1) Having expectations for long-term success as most marketers don't wake up wanting new services. Prospecting is a process. 2) Ensuring your work matches a prospect's industry, problems solved, and solutions provided to increase relevance. 3) Researching a prospect's website, audience, category, and competitors to better understand needs and customize your pitch to build trust.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    52 views8 pages

    Prospecting Process Steps

    Uploaded by

    Jagannathan G
    This document provides tips for prospecting creative and digital agencies. It recommends: 1) Having expectations for long-term success as most marketers don't wake up wanting new services. Prospecting is a process. 2) Ensuring your work matches a prospect's industry, problems solved, and solutions provided to increase relevance. 3) Researching a prospect's website, audience, category, and competitors to better understand needs and customize your pitch to build trust.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 8

    PROSPECTING

    C R E AT I V E & D I G I TA L
    AGENCY PROSPECTING

    There are two things to remember about prospecting


    • First, keep in mind that most marketers don’t wake up with a desire to buy marketing services
    that day. So set your expectations for the long game. This is a process, not a single dice roll.
    • Second, relevance is key.
    • Make sure your work matches up with the prospect’s needs. Ask yourself these questions: 1)
    What work have you done in the prospect’s industry? 2) What problems have you solved? 3)
    What solutions have you provided?
    IDENTIFY OUR CORE COMPETENCIES

    Strengths : Education, Real Estate, Financial categories.


    Weakness : Not enough width in terms of client’s profile on our roster
    Threats: Big agencies on one side and cheap freelancers on the other.
    Opportunities : Ideally suited for Smes who have achieved initial success in their business and are
    now looking at scaling it up
    HOW TO PROSPECT?

    • Client related research


    • Creating personality of the Target audience
    • Category related research
    • Identify communication approaches suited to the client
    • Add customised slides in the creds ppt
    HOW TO PROSPECT?

    Client related research


    • Check client website and/or Social media page.
    • Understand about their product/services proposition.
    • Distribution channels
    • Identify Competitors
    • Identify differentiation with competitors
    • What need do they fulfil.
    • How engaging is the website?
    HOW TO PROSPECT?

    Target Audience related research


    • Demographics
    • Psychographics
    • Personalize a typical customer.
    HOW TO PROSPECT ?

    Category related research


    • Google the product category with keywords Marketing strategies, marketing communications
    strategies, trends, digital marketing, marketing reports, advertising trends, etc.,
    • This is to get an insight on what is happening in the market on this product category
    • Based on the findings, identify gaps with the client communication that we can improve upon.
    • Prepare the customised slides.
    BUILDING TRUST WITH THE CLIENT

    Selling based on your client’s needs rather than just pushing a product is vital, and you can audit
    your client’s online performance before the sales pitch to inform your approach. The more
    knowledgeable you seem to be about their specific business and how your services
    can help, the more likely they are to trust you!

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