Put On That Damn Sales Hat

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“Put On That Damn Sales Hat” is an agency new business primer for marketing services firms, full of tips to ensure firms wear their “sales hat” with purpose and confidence.

Our eBook is based on a blog series of the same name by RSW/US Owner/President Mark Sneider.

In it, Mark covers everything from pre-prospecting preparation to working opportunities to close.

The majority of the eBook focuses on elements that agencies either often overlook, are too busy to consider, or are simply too lazy to pursue.

With the agency landscape changing rapidly and daily, not only for agencies, but also for clients, doing things the same way won’t cut it.

Each chapter provides key highlights from, and links to, each corresponding post on our RSW/US Agency New Business blog.

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Put On That Damn Sales Hat

  1. 1. An agency new business primer for marketing services firms, so you can put on your sales hat with purpose and confidence.
  2. 2. Put On That Damn Sales Hat is a 17 chapter eBook based on a blog series by RSW/US Owner/President Mark Sneider. In it, Mark covers everything from pre-prospecting preparation to working opportunities to close.
  3. 3. The majority of this eBook focuses on elements that Agencies either often overlook, are too busy to consider, or are simply too lazy to pursue.
  4. 4. With the agency landscape changing rapidly and daily, not only for agencies, but also for clients, doing things the same way won’t cut it. The chapters in this eBook provide key highlights from and links to each corresponding post on the RSW/US Agency New Business blog.
  5. 5. Be in the Top 10
  6. 6. 79%
  7. 7. Think about it this way: You’re there to engage . . .
  8. 8. often isn’t enough.
  9. 9. Do NOT give up!
  10. 10. You are NOT their priority UNLESS it is a priority.
  11. 11. What “hurts” •not doing what everyone else is doing. What “hurts” •offering ideas to help the prospect see the value you bring to the table. What “hurts” •making the time to prepare and remain on top of it from the start. What “hurts” •not just copying and pasting from one RFI to the next.
  12. 12. bullets visuals lots of white space
  13. 13. IT’S EASY TO DO THE BARE MINIMUM!
  14. 14. IT’S EASY TO DO THE BARE MINIMUM!
  15. 15. IT’S EASY TO DO THE BARE MINIMUM!
  16. 16. IT’S EASY TO DO THE BARE MINIMUM!
  17. 17. IT’S EASY TO DO THE BARE MINIMUM!
  18. 18. IT’S EASY TO DO THE BARE MINIMUM!
  19. 19. IT’S EASY TO DO THE BARE MINIMUM!
  20. 20. Do your homework on the client: be a good student of their company, their category, the trends.
  21. 21. THE MORE YOU the more comfortable you’ll be when the conversation starts.
  22. 22. IT’S EASY TO DO THE BARE MINIMUM!
  23. 23. If you haven’t been winning pitches-think about your pitch team.
  24. 24. Is everyone bringing the same level of energy? too many people Forced into the presentation? Is there a weak link?
  25. 25. You want the entire team to look like one solid unit.
  26. 26. because it’s ultimately a reflection on how you’ll work with the client – at least in their eyes.
  27. 27. Conundrum: certain members of the team do great work but aren’t particularly dynamic in pitches. You’ve also been asked to bring the team that’s going to work on the client’s business. You’ve been asked to pitch and you don’t want to control the entire presentation. Hypothetical
  28. 28. Try a different approach.
  29. 29. AND MAKE SURE YOU At least the general framework and order of the pitch, so the team is aligned.
  30. 30. It’s just the beginning!
  31. 31. You deserve to know why!
  32. 32. Hypothetical: You pitch and a week later you get "thanks, but your agency wasn't selected” You ask for feedback and all you get is “we decided to go with a local firm.”
  33. 33. RSW/US is an outsourced new business development group that works solely with marketing services firms. Download our one pager here (it’s actually 2 pages). Email Lee McKnight Jr. for info here. And visit us at www.rswus.com or:
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