Agency

Do You Know Your Prospect’s Secret Process for Choosing an Agency?

All prospects have a unique approach when selecting an agency -- a “secret sauce” he or she uses to evaluate potential partners. Surprised by this? So were we. We just completed a study in which we talked to 500 CMOs and business owners about their decision-making processes when hiring and firing agencies. Not only did we learn more about what a secret sauce for agency selection is, but we also learned the personal recipes of 92% of respondents. And what we learned will dramatically change the way your agency pitches new clients. Why You Need to Know the Secret Sauce If you don’t know your prospect’s secret sauce, you put yourself at a disadvantage from the start. You don’t know what’s important to your prospect or what the client's hot buttons are, so you never know which wrong step will set off a land mine. Why invest time and effort into a pitch you have no chance of winning? It’s better to know a prospect’s secret sauce and decline the interview than to not know, spend weeks perfecting a pitch, and find out that you wasted valuable business hours. Knowing your prospect’s secret sauce allows you to tailor your message to her needs and avoid the strategies or subjects that will strike you off the list. You’re competing with several other agencies that can provide similar services, and to your prospect, you all look more or less the same. Understanding the secret sauce helps you differentiate your business through a deeper connection with your prospect and, in some cases, through preparation for an unusual vetting process. Discovering the Recipe Some prospects scour LinkedIn and other social networks for agency employees and examine their behavior. Some hunt down former clients [...]