Vetting new clients is a lot like choosing who you’re going to marry. No one gets married after a handful of dates, and no company makes a strong client connection after one meeting. Just like jumping into a marriage can lead to disaster, moving too fast with a prospect can also spell trouble for a business. So, how do digital marketing agencies find clients? Unfortunately, because many business people are Type A personalities, the patience needed to grow relationships with prospects is lacking. We’re aggressive and competitive, always pushing for the win. Sometimes, that’s a great thing. But too often, we can jump the gun. To prospect smarter, agencies should focus on the four Ts: teach, trust, told apart and timing. Agencies that follow these strategies should have no issues securing new clients who are a perfect fit. The Four Ts of How Digital Marketing Agencies Find Clients 1. Teach: Use provocation-based selling as a learning experience. Too many agencies continue selling long after they’ve secured a new client. Selling is necessary at the beginning, but it becomes overkill after a certain point. Once you’ve started working together and you’re investing in the relationship, it’s time to switch gears. No one enjoys being constantly sold to, but everyone loves learning. Teaching clients something new builds relationships. It shows you’re passionate about their brand and want them to grow. You don’t need a doctorate degree to educate, but you do need to do your homework. When you go to trade shows or conferences, soak up insights, trends and case studies clients might be interested in. Even better, use that information to provoke problems they didn’t even know they had. Shining a light on things your agency [...]