Penetrating the world of advertising agencies can require complex sales and marketing strategies.
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In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. On the upside advertising agencies can be found throughout the nation, but the challenge is to acquire and retain new accounts.
Marketing, Promotions & PR
Young B2B companies are often tempted to buy their way into the market. Rather than taking the time to develop relationships with advertising agency owners, these companies blanket the market with high-priced marketing content in hopes of scoring fast conversions from buyers.
Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.
Why Should a Prospect Buy From You?
The best sales programs incorporate customer return on investment concerns into their sales strategies. This is especially important when selling to advertising agencies because in this industry, budgets are extremely tight, and every dollar your customer invests has to lead to a financial payoff in their sales revenues and profits.
Benefits of Networking
Networking broadens your prospect pool. In addition to raising your company's profile, it increases the amount of influence you have with advertising agencies.
But more importantly, a strategy that emphasizes networking as a core sales activity inevitably drives more leads and referrals into your company. Sometimes the leads you generate through solid networking will be leads that you had never considered before.
Ready to learn more? You may find these additional resources to be of interest.
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