Share one creative - and proven - way to get new clients.
Here’s mine: Come up with a clever offer.
Of course you have to build a database of prospects and send a regular, say monthly, letter or something. But the key is the offer.
Example: Conduct “people on the street” video interviews in specific product categories - say banking - and offer to share the branding insights you gain from those interviews with the marketing directors at local banks.
You get the idea. I saw that basic approach build one of the largest multinationals in Europe.
How about you? Have you seen any creative ways to get new clients that really work?
Of course you have to build a database of prospects and send a regular, say monthly, letter or something. But the key is the offer.
Example: Conduct “people on the street” video interviews in specific product categories - say banking - and offer to share the branding insights you gain from those interviews with the marketing directors at local banks.
You get the idea. I saw that basic approach build one of the largest multinationals in Europe.
How about you? Have you seen any creative ways to get new clients that really work?
Tags: Creative, business, ideas, new, that, work
Views: 5
Replies to This Discussion
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Permalink Reply by Silas Gøttler on -
Hi Steve
Pecha Kucha (pronounced: pe-chak-cha) is a presentation concept/format that has 2 dogmas: The presentation most consist of 20 slides, and each slide must be presented within 20 seconds.
PK is not a presentation format I've ever used myself. But being an experienced haiku-dian the concept/format appeals to me, and my curiosity grows as the number of Pecha Kucha Nites in Copenhagen, Denmark, increases.
It's a growing trend in certain creative/cultural circles around the world. Mostly though created and targeted as non-commercial presentations. As far as I know, but I'm not an expert.
Pecha Kucha.
How can you use it to land new clients?
Well, one week back the Danish agency Partners had a new bizz meeting with one of the largest marketing accounts in Denmark. Instead of the usual 90+ slide Keynote/Powerpoint presentation Partners did a Pecha Kucha presentation and 20 x 20 seconds (6.66 min) later the client applauded and said aloud: We want you to be our new lead agency!
How often do you experience that?
I know, I have to jump on the PK-train now.
all the best,
silas;^) -
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Permalink Reply by Steve McNamara on -
Silas, that's an interesting idea.
There's a well known venture capitalist in the Internet sphere, Guy Kawasaki, and he makes the same argument about presentations. Few slides. Big picture. Get to the point. And cut.
Makes you wonder why so many shops still have the same bah bah bah boring new biz presentations.
Cordially, Steve -
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Permalink Reply by Lena K on -
Steve,
I believe its fear of stepping away from what has worked in the past. My personal approach to landing new clientele is give them just enough of a teaser to spark their interests. Compile a few PDF samples of their brand manifested, or the one that always seems to get them stirring is moodboards. Once they realize that you as a creative house "understand" them... they learn to relax and thats where you start building trust. -
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Permalink Reply by Robert Tucker on -
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Permalink Reply by Leela Ram on -
Hi Steve
There is no one proven way to land new biz. It's always a horses for courses policy.
In fact it all depends on the nature of client, the industry, the competition and TG, the culture and market in which the agency operates. This will in turn dictate what strategy is to be adopted to get the client excited
But to single out one proven bait
Passionately display a greater degree of brand and category understanding than the incumbent agency during the pitch presentation
It could be a grand opportunity missed
or
Reversing the scales on how branding exercises need to be carried out
or
Unearthing startling facts that the client and the existing agency could have possibly overlooked
or
Fresh unbiased perspective on how to shake up the market and infuse liveliness into current brand communication
or
A proven track record for embracing new age advertising and offering low cost solutions..
Stay Well
Leela Ram -
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Permalink Reply by Kevin Brandt on -
I live by one simple rule - "People don't care how much you know, until they know how much you care."
If you can demonstrate that level of sincerity, you've got a pretty good shot at winning the business. -
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