Winning new business boils down to the chemistry and trust between the agency and the prospect.
According to agency search consultants surveyed on agency new business, chemistry is very important, and for many of them, it’s a top priority.
Differentiate your agency by finding your niche
Many agencies think that being everything to everyone will allow them to bring in all sorts of new business, but more often than not the opposite is true.
The truth is that the more you tailor your service offerings, the more valuable you are to prospects. The more specific you are about how and why your agency is the best solution, the stronger your value proposition will be. When creating a differentiated agency brand, make sure it is relevant and compelling to companies in your target markets.
Do your research
This might seem obvious to some, but the best way to show a client that you are serious about their business is by knowing just as much about that client as they know about themselves.
Know their competitors, use examples from their company and know their team. This way, you and your client can see eye-to-eye when discussing potential business ideas.
Be outcome focused
This is important because it allows your client to see the bigger picture and to focus on the end result, which is ultimately what they want. Do your research and pitch clients on the results you will drive and how you plan to grow their business.
Be honest about the challenges ahead, and have solutions for those challenges already prepared. This gives prospects a clear picture of what to expect when they work with your agency.
Of course, there are many more ways to win new business for your agency and a great deal goes into growing a pipeline of prospects.
At Catapult, our mission is to help you identify and win more new business for your agency. Click here to learn more about the services we can offer your agency.