How We Won a Seven-Figure Agency Dream Client In Less Than Five Months: An Unconventional Case Study.
Want to learn how to win your top ten dream clients in just a few easy steps? Then you’re in the wrong place. One of the biggest problems with most case studies and sales tactics is that they attempt to make hard problems seem easy to solve. What nobody wants to admit is that convincing marketing leaders at mid-to-large companies to jump into bed with your agency is HARD. It takes time and effort, especially if going beyond referrals and your personal network is new for your agency. This is where we come in. But going out to the big cold world to win business is a worthwhile mission, like joining the Navy Seals or landing first chair in The National Orchestra. And what’s the alternative? If you want to grow your agency, or simply by choosier about your clients, you will have to develop a repeatable sales process to win over prospects who are problem-aware but not yet necessarily solution-aware. By the end of this unconventional case study, the journey from cold to closed business will feel a lot less murky. The agency’s situation Our client is a San Francisco-based full-service branding and creative services firm specializing in naming, audience engagement, and video storytelling. The agency’s target buyers include enterprise technology firms, e-commerce, manufacturing, and B2B technology, with a focus on companies going through mergers and acquisitions. Common to most of our clients, this agency experienced an over-reliance on referrals, overwhelm and lack of bandwidth, and not enough opportunities to sustain their growth goals. The less-than-tiny text: our client’s strengths Here’s what our client had going for them: Experience. Decades in business, 40+ marquee clients (mostly Fortune 500) prominently listed on their homepage. Positioning. [...]