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!