We have no idea how to sell your services.
Yet. The title should really have been “We have no idea how to sell your services yet”. In fact, very few people have a clue how to do it – least of all new business agencies. If you’re the agency owner then you know how. You might have spent time developing a brilliant in-house new business person – they can be pretty good too. It takes time and effort to really understand how to sell a service proposition. At Sponge NB we’ve created a set of processes before we start work that give us a fighting chance of understanding what made your clients choose you. We’re good at it too – our team can’t do what they do without creating the level of enthusiasm for a client’s business that the client has naturally. The most important part of our early work is our briefing day and the relationship we build with our clients. It’s during this time that we learn who our clients are.
When we contact a prospect on behalf of our clients, there are things we know. I’m not talking about who our clients’ clients are (though of course we know that), or where our clients are based (we know that too). I mean something less tangible. Something more difficult to explain. A more powerful thing. I’m talking about the reason our clients started their company in the first place, why they find it difficult to find the “just right” people to add to their team, why they are so proud of the things they’ve done, why they’re eager to win and do more amazing things. These aren’t things anyone can learn from a sheet of paper with a few snippets about a client. It’s these things though, that cause our calls and emails to be more effective than most. It’s why we make fewer phone calls than our peers. We don’t care much for ludicrously high call numbers; we care for quality, tenacity, intelligence, research and success.
There’s so much more to being a proudly different new business agency than I’ve ever managed to impart on this blog, but if you’re looking for a better way to find new business then call us. Remember though, we have no idea how to sell your services – yet.
