Return to Growth Series: Breaking Into New Categories For Growth During the Downturn (CLASS FULL)
In market downturns, proactively prospecting for new clients is one of the most important new business activities for an agency. It allows you to avoid highly-competitive reviews RFPs, consume fewer resources and connect with a greater number of prospects. Expanding into new categories can provide an even more lucrative source of new revenue – when orchestrated in the right way.
The challenge is that most agencies don’t approach proactive prospecting – and certainly not prospecting into new categories – with any sense of strategic rigor. Instead, most agencies target prospects and categories based on emotions –– where the agency team feels they most want to do work. This ultimately ends up with little success.
This session will walk you step-by-step through the best practices of how to more systematically attack and convert one quality prospect after another. In fact, there are agencies implementing successful prospecting programs during the downturn. They are machines. And they do it using existing resources.
You will leave this session with a systematic approach to increasing your prospecting pipeline by expanding into new categories. From targeting and qualifying to attacking and closing, learn the most effective approach to bringing new prospects in the door.
Following the webinar, you will be provided with digital access to print the session materials.
SINGLE SESSION WEBINAR
Who Should Attend?
This training is designed for those team members involved in leading or supporting proactive prospecting for the agency. CEOs and management team members should also join as the outcomes often have operational and resource implications, particularly as it relates to roles, responsibilities and increasing efficiencies.