We work with our clients to design the most appropriate lead generation and sales campaign that fits their current new business pipeline needs. We always start with understanding our client’s business and what we call their 3 Cs - Credentials, Capability and Credibility. We have a method of doing this quickly, efficiently and capturing the results to help us represent our clients with the same professionalism, tone of voice and knowledge they would expect from their own in-house business development staff.
Business development needs high energy and enthusiastic hunter skills which we are very good at. However it also needs rigour, pinpoint accuracy and great record keeping to ensure prospect conversations are consistent and follow-up activity is completed, on time and every time. We have an excellent customer relationship management (CRM) database tool that helps us to be accurate and rigorous in our prospecting work as well as providing 100% transparency in reporting all our activity regularly to our clients, so they know exactly what we have been doing on their behalf.
Our business development activity typically consists of a mix of the following:
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‣Research prospects and contacts that match target criteria for a sales campaign. Our own large database may already have these but we often find clients want to run a campaign aimed at very narrow selection criteria. For this we have in-house researchers to identify just the right targets.
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‣Keep our ears open to marketplace activities to identify potential briefs. Our news scanning services together with our own researchers reading trade press help identify companies that may be in the market for our client’s services.
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‣Make telephone calls, lots of them and follow up with tailored emails. We can write as well as talk.
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‣Run email and mass email campaigns to help keep our clients top of mind.
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‣Set up qualified prospect meetings as well as introductory or credentials meetings where clients have a positive attitude to speculative activity.
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‣We don’t give up and we are very good at getting around gatekeepers to communicate with senior decision-makers in large and small organisations. We also believe that just because there is no brief today that does not mean there will not be one in the future so we build long-term rapport and quality relationships even if the answer today is NO because it might be YES soon.
Each client is different and has a different attitude towards business development and we are happy to tailor an appropriate approach. Some are happy to go on speculative meetings while others will only go to qualified meetings where briefs and budget are already in place.
Contact us now to find more about how we can help build a strong sales pipeline of qualified opportunities for your business.
Angsana new business agency
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