Marketing Agency CHALLENGES in order to drive sales
- Find customers before your competitors do, First-mover advantage
- Have an outdated website that doesn’t reflect the scope, quality, and impact of their work
- Their website and marketing efforts have little impact on their sales efforts
- They no longer have sufficient time to prospect for new business
- Rely on larget clients and other truest peers
- Relying on younger employees when looking for new ideas
Identify stage:
- The owner and new business people evaluate every inbound lead they generate on their website as soon as they get it in order to possibly covert to sales
- They proactively identify great fit professional services firms and connect with the principals and associates on Linkedin, Facebook, and Twitter
Connect Stage:
- They prioritize their recently converted inbound leads
- They automate call scheduling when a professional service firm employee completes a “request a free consultation” form
- The new business team engages early stage buyers proactively by engaging them with questions and content.
Content Formats: Blog Articles, Ebooks, recorded videos, case studies, research reports
Professional service firms like consulting, law, and accounting
Explore Stage
- They explore which marketing challenges are most pressing and try to understand why and what causes these issues
- They ask about goals the firm has
- They talk about results that other firms are getting following best practices
- They talk about what help and involvement they’ll need from the partners
Advise Stage:
- They recap what they learned in the Explore stage to better understand the Advise stage
- They advise the partners on the effort required to achieve the goals and why certain experience and skills are critical
- They ask what evaluation criteria the firm is going to use to choose an agency
- They make sure the firm values its unique capabilities and focus
- They confirm that they are the front-runner and the best choice available.