Notes from Jeff York

Small business marketing thoughts from a marketing small business owner

Posts Tagged ‘sales representatives

Are you the right customer for me?

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Much is made of marketing customers searching hard for the right marketing company to help them grow. As there is a huge number of marketing organizations out there, customers/businesses must work hard to vet each one to find that special organization that has a mix of experience and expertise to help them move ahead of their competitors and grow.

Internally to the marketing companies, sales representatives spend enormous amounts of effort prospecting, qualifying, and landing leads and turning those leads into clients. The future of a marketing company depends on the ability to generate new project work.

However, smart marketing companies take that extra time before pitching a client to ask themselves “Is this prospect a good fit for us?” We’ve all heard of the 80/20 rule. As it applies to this former Production Manager, it means that I had to spend 80% of my time holding the hand of 20% of our clients. This is a reflection of finding a client that’s smart enough to know that they need marketing to grow, but is somehow uncomfortable with the cost they are spending or perhaps they don’t fully understand the process. Or maybe their superiors are directing pressure on them for the same reasons. Innocently, these clients place a drag on the process by not trusting that the agency they hired isn’t working 100% in their best interests.

Or worse. A green sales rep at the marketing company signs a client whom believes they know marketing better than the agency. Maybe they think they know graphic design because they own a pencil or web development because their son used iWeb. In any event, endless rounds of changes ensue dragging the process to a halt and raising expenses on both sides of the equation.

The bottom line here is knowing the importance of spending time analyzing your ideal client profile and targeting potential clients that fit that spec which will pay you dividends in the long run.

Do you spend any time determining who your ideal customer might be? How do you turn away business that might not be a good fit, especially if times are tight? Do you have any strategies that you might be able to share?

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Written by Jeff York

June 28, 2008 at 1:03 pm