Day One Overview

DayOne Let us show you how we helped over 2500 agencies! Fix New Business Forever!

Agencies that win know the difference between new business and advertising DayOne teaches you the new business skills ADVERTISING NEW BUSINESS
Reality
Perceptions
Market analysis
Prospect analysis
Follow instructions
Believe no guts, no glory
Understand problem
Understand what will win
Know the market
Know what the prospect thinks
Advertising that works
Advertising that wins
Get the creative right
Get the presentation right

Understanding new business math is crucial 40% of clients are satisfied with their agency Find out how to make yourself known to that vital 50% 60% of clients are DISSATISFIED 55% Clients look around within 12 months 50% Will Change!

A strong prospect list creates opportunity Discover your “L” model – your agencies most important “media buy” Target deep within the region Reach far in specific categories

Maintain a steady stream of leads Pray for “blue birds” but go after first visits (80-120 / year) All Prospects Pool 1 Pool 2 Build Awareness Pool 3 Build Relationships Pool 4 First Visits

Agencies waste 7 years on the new business merry-go-round Break the new business merry-go-round Committee System Part-Time System No-System System President System Hired Gun System Pro System Team System

Typical agency effort Agency Effort Time Get a lead Push for a capabilities presentation Tell everything about the agency Grovel for a project Wait Get rejected, and leave

First visits are the key to winning When you control the meeting, you control your destiny Agency Effort Time Build a relationship First visit and build chemistry Celebrate Start working together Leave – returning later with solutions Ask questions and learn

Don’t be afraid to close fast Discover how to close accounts within 48 hours or 7 days Chance of going into formal review Time 24 hrs 48 hrs 7 Days Next Week Next Month Next Year Sweet Spot

Capture clients with a “black-box”
30 Research Instruments
Benefit Testing™
Nancy Reagans
Fake Close
Reveals
Motorized Curtains
Creative Team Present Research
Easy First Step
Dramatic Unveiling
Way up the Food Chain
Learn a powerful strategic process that your prospects love

Know how to win with chemistry Profiling will show you how the winner will be selected Headline™ Illustration™ Logo™ BodyCopy™ Task/Control Tell Ask People/Emote

Know how to win formal presentations Most agencies forget the importance of the show Agency View of the Presentation Client View of the Presentation Format Way it is presented Style How it is presented Content What is presented

Use the agency tour to close
Client Clusters™
Talking Points
Point-of-View Boards
Profiling Strategy
Impact Areas
Interest Areas
Creative Bathrooms
Intriguing Employee Identifications
Director of First Impressions
Client’s Office
Sparkling Staff
“ have we told you enough about our agency”
“ would you like to see how we would work if we had your account”
Learn how a 45 minute tour can win many accounts

Schedule a DayOne – New Business Mapping Session at your agency DayOne is customized to your situation A Typical Day Includes: Briefing with Top Management Interviews with Senior Management Visioning Session Facilities Tour Creative Review Strategic Process Analysis Strengths & Weakness Charting New Business Skill Inventory New Business Mapping Roles & Responsibilities

All brought to you by the Sanders Consulting Group
Operating over 20 years for over 2500 agencies
Known around the world as the leading new business consulting firm
Work with some of the best managed agencies on the globe
Selected as the new business training provider to largest agency in the world
We show you how to win, not just play

DayOne Information
Time: One day plus pre-retreat planning and agenda review
Support: 80-page workbook to guide discussions and keep on schedule.
Moderator: Senior consultant from Sanders Consulting Group, the world leaders in agency new business performance.
Cost: $2,500 plus expenses
Visit www.sandersconsulting.com e-mail: [email_address] Or call 800.899.1538 or 412.897.9329

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Day One Overview

by Sanders Consulting Group

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