The new year is here. And now is the time you’ll activate the plan you’ve spent countless hours on to ensure a successful, profitable year. So what are your top priorities for 2020? New business is probably at the top of the list. And creating a pipeline of the highest value, qualified prospects that are ripe for conversion is the key to success. At least part of your business development efforts and pipeline should be focused on winning the game changer client this year. I’m talking about the client that will significantly improve the health and wealth of your agency. We want 2020 to be the year you attract the game changer client for your agency.
The biggest challenge? Getting your sales positioning spot on and specific to your target list. Clear positioning will differentiate you from the competition, and should be based on how you can help your highest value prospects create competitive advantage. With that being said, it’s also important to clearly define the highest value prospects, the Game Changers, for your agency.
So which do you tackle first when they both need to be addressed simultaneously as they inform each other? A good starting point is to gather your team and work through the questions below to ensure your positioning is spot on and a target prospect list you have the right to win business with.
Here’s our recommended checklist for creating the right positioning and target lists to attract the Game Changer client:
Question 1: Who is your agency?
To evaluate your agency’s positioning to prospects, first get laser clear on the core of what differentiates your agency by exploring these key questions:
- What’s your agency’s purpose?
- What gets management up in the morning?
- Do you know what are your employee’s core passions?
- What are you exceptionally good at?
- What can your agency build a strong POV around?
- What can your agency own versus your competitors?
Question 2: What will the agency look like in 18-24 months?
- What are the agency’s revenues goals?
- Which industries/technologies do we want to be “experts” in?
- Do we have the services to be competitive?
- Do we have the talent to lead the agency at that level?
- What will our thought leadership look like?
Question 1: Which type of client is the agency Game Changer?
To narrow down the highest value potential clients you want on your roster in 18-24 months, consider the following:
- What industry(s) should we focus on?
- What is the revenue potential?
- Where are they in their product lifecycle?
- What types of marketing programs do they utilize?
- Are there any geographic constraints?
- What type of prospect shares your agency POV and Philosophy?
Now that you’ve clarified your positioning and the game changer prospects you want to attract, it’s time to focus communications about the agency on what your customers are interested in (it’s about them, not you), so that they will want to learn more. This is the first step in building credibility with prospects.
Question 2: Do you have credibility to engage the Game Changer?
As you create your prospect list (against the above criteria) you also need to determine how ready the agency is NOW to engage them – or what adjustments need to be made for success:
- Do you understand the Game Changer prospect’s pain points and business challenges?
- What content (Intellectual Capital) do you have to share and engage them?
- Is the content campaign able to generate multiple outreach occasions?
- Does your web site and other collateral speak to the prospect’s pain points and needs?
As you work through these positioning and prospect checklists, you may find your target opportunities become significantly more qualified for your agency to win because you can focus on the ones where you have right to win. And when you attract qualified prospects that are right for your agency you will inevitably attract the Game Changer. Here’s to a game changing 2020!