Question

Topic: Other

New Business Devlopment For Marketing Firm

Posted by Anonymous on 11/11/2011 at 7:53 PM ET 250 Points
What sort of items should be included in a packet that will be sent to businesses by our small marketing firm in order to develop new clients?
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  • Posted on 11/12/2011 at 1:16 PM Author
    I have many years of experience as a marketer at companies, within their marketing departments for various products and services. This is my first experience working for a marketing firm and having a large role in pursuing new clients.

    In the past this small marketing firm has relied on word of mouth and networking for business development. We are now starting an effort to pursue new clients by "cold calling" if you will. Not pursuing them by direct mail, but by face to face meetings.

    What I'd like to know is what sort of things should go into our marketing kit. Client list and examples of the collateral we've created for past/previous clients (natch). Should we include a dvd in the kit?

    Just looking for a little guidance and what has worked for other marketing firms in their pursuit to bring on new clients.
    Thank you.
  • Posted by telemoxie on 11/12/2011 at 5:23 PM Accepted
    1. Find companies who are happily buying from your competitition.
    2. Let them know that you are an alternate source.
    3. Reinforce your message over time
    4. Wait for the incumbent vendor to screw up (they always do).

    There is no silver bullet. You cannot put together a magic package which will gain you instant credibility. Do not begin any outbound marketing effort which you cannot afford to sustain for a minimum of nine months.

    I have conducted successful outbound marketing campaigns and unsuccessful outbound marketing campaigns for a variety of marketing firms. Slow, steady, focused, well targeted, persistent outbound marketing is a winning strategy. If you would like more info, click on my profile and send me an e-mail.
  • Posted by telemoxie on 11/13/2011 at 2:43 PM Accepted
    sorry, let me correct something I said earlier.

    I said that you should not begin any outbound marketing effort, unless it can be sustained for nine months. Sorry, that's not quite right. Certainly there are some things that you can do (e.g. direct mail, trade shows, networking...) which can get results fairly quickly.

    However, if you decide to implement a slow and steady long-term approach (as I recommend) you need to be sure you have enough time for it to be effective, and enough budget to create a series of impressions (via telephone, e-mail, snail mail, and personal visits) to be effective.

    Good luck.
  • Posted by Michael-Somerville on 11/14/2011 at 1:57 AM Member
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