Is it the application of science or a sprinkling of magic that helps you convert leads into bona fide new agency business? We take a look at some of the tried and tested approaches that Google Partner agencies have put to work when turning warm leads into signed-up new clients.
Here are three top takeaways that can give you an advantage:
Do your homework about potential clients
It pays to find out who the clients are and do your research. Today, every company has a footprint online, and you’ll want to discover how they portray their brand on a variety of digital channels. If they are doing social media right, the tone of their tweets will give you an insight into how they operate. Look at their website, company videos, anything they’ve published. Consider what works well. Also think about what doesn’t work, as this will give you a route into what your agency could bring to the table.
Always be closing
The sales mantra ‘always be closing’ suggests you should continually look to close a deal and check a client’s readiness to do business. With agency leads, more likely it’s the case that potential clients will let you know when they are ready. But they’ll need to understand the added value you offer first. Naturally, your agency will want to be seen as digital experts, so a tip-top landing page on your web domain is a great tool to show off your wares. Make sure your headline copy is punchy and engaging, and don’t forget to use clear and well designed case-studies to add credibility to your story.
It's not us, it's you
However you approach a prospective new client, one thing is paramount: be useful. You need to find out which area you think they could use some help in (having done your R&D), and tell them about a clear solution your agency can offer. No sales talk. They will want to hear about the most relevant things first and foremost. Then you just have to convince them that you are ones for the job.
Want to learn more? Download this handy infographic
Source: AdWords Agency Blog
Aristotle said “Excellence is an art won by training and habituation... [it] is not an act, but a habit.” Excellence doesn’t come from luck, but from effort and planning and while there is a lot of hard work involved, anyone can achieve greatness with time.
With this in mind, we want to help you on your way to greatness. Check out our Delivering With Excellence infographic now, and watch the video below. We’ve also put together a couple of handy hints to prepare you on your way.
Organization is the starting block of excellence. While it’s tempting to jump head-first into a new project, it’s important to make time to plan it out. Use Google Docs to create shared timelines and assign tasks so everyone involved can access and update accordingly.
Have you ever worked on a job where you ended up in meetings about meetings about meetings…? While it’s important to touch base along the way, there are better ways to track progress like one-to-one catchups or detailed scheduling, leaving everyone more time for the important stuff.
A new project means a fresh start. Allocate staff resources early on to ensure workloads are balanced. Give everyone a portion of the project to own - pressure makes diamonds, and it will make everyone feel more invested.
Don’t stay in a dead end
If your initial idea or thought process isn’t working, don’t be afraid to try a new one. Sometimes a new approach or a new way of thinking is the best course of action, even if it means abandoning something you’ve already spent time on.
Your client knows their industry better than anyone, but you know yours. So don’t be afraid to take charge and offer new suggestions and ideas that they may not have considered, the worst thing they can say is no.
Watch the video below for more information - see you on the path to excellence!