Put On That Damn Sales Hat

132
An agency new business primer for marketing services firms, so you can put on your sales hat with purpose and confidence.
  • date post

    14-Sep-2014
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    Business

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“Put On That Damn Sales Hat” is an agency new business primer for marketing services firms, full of tips to ensure firms wear their “sales hat” with purpose and confidence. Our eBook is based on a blog series of the same name by RSW/US Owner/President Mark Sneider. In it, Mark covers everything from pre-prospecting preparation to working opportunities to close. The majority of the eBook focuses on elements that agencies either often overlook, are too busy to consider, or are simply too lazy to pursue. With the agency landscape changing rapidly and daily, not only for agencies, but also for clients, doing things the same way won’t cut it. Each chapter provides key highlights from, and links to, each corresponding post on our RSW/US Agency New Business blog.

Transcript of Put On That Damn Sales Hat

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An agency new business primer for marketing services firms, so you can put on your sales hat with purpose and confidence.

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Put On That Damn Sales Hat is a 17 chapter eBook based on a blog series by RSW/US Owner/President Mark

Sneider.

In it, Mark covers everything from pre-prospecting preparation to working opportunities to close.

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The majority of this eBook focuses on elements that Agencies either

often overlook,

are too busy to consider, or are simply too lazy to pursue.

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With the agency landscape changing rapidly and daily, not only for

agencies, but also for clients, doing things the same way won’t cut it.

The chapters in this eBook provide key highlights from and links to each corresponding post on the

RSW/US Agency New Business blog.

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Be in the Top 10

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79%

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Think about it this way: You’re there to engage . . .

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often isn’t

enough.

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Do NOT give up!

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You are NOT their priority UNLESS

it is a priority.

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What “hurts”

• not doing what everyone else is doing.

What “hurts”

• offering ideas to help the prospect see the value you bring to the table.

What “hurts”

• making the time to prepare and remain on top of it from the start.

What “hurts”

• not just copying and pasting from one RFI to the next.

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bullets visualslots of white space

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IT’S EASY TO DO THE BARE MINIMUM!

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IT’S EASY TO DO THE BARE MINIMUM!

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IT’S EASY TO DO THE BARE MINIMUM!

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IT’S EASY TO DO THE BARE MINIMUM!

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IT’S EASY TO DO THE BARE MINIMUM!

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IT’S EASY TO DO THE BARE MINIMUM!

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IT’S EASY TO DO THE BARE MINIMUM!

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Do your homework on the client:

be a good student of their company, their category, the

trends.

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THE MORE YOU

the more comfortable you’ll be when the conversation starts.

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IT’S EASY TO DO THE BARE MINIMUM!

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If you haven’t been winning pitches-think about your

pitch team.

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Is everyone bringing the same level of energy?

too many people Forced

into the presentation?

Is there

a weak link?

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You want the entire team to look like one solid unit.

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because it’s ultimately a reflection on how you’ll work with the

client –

at least in their eyes.

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Conundrum: certain

members of the team do great

work but aren’t particularly dynamic in

pitches.

You’ve also been asked to bring the team that’s going to

work on the client’s

business.

You’ve been asked to pitch and you don’t

want to control the

entire presentation.

Hypothetical

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Try a different approach.

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AND MAKE SURE YOU

At least the general framework and order of the pitch, so the team is aligned.

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It’s just the beginning!

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You deserve to know why!

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Hypothetical: You pitch and a week later you get "thanks, but your agency wasn't selected”

You ask for feedback and all you get is “we decided to go with a local firm.”

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