Invitation Deliverability
CONTENTS:
- Invitation Deliverability
- Leads, Leads, Leads, What’s a Lead?
- You Don’t Have to be a Pit Bull
- Virginia International University Search
- L’Oréal Search
- Widex Search
- Lonza Search
- Your Unfinished Profile
- What’s New? Check Out PitchCast
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INVITATION DELIVERABILITY
Client wants to interview your agency. What’s Step One? Getting you the invitation. Sounds simple enough but in today’s world of over populated media alternatives (we consider phone, fax, email, FedEx, USPS as media) it ain’t so simple anymore. We’ve tried everything but our most successful has been 1. Email notification of pending invite 2. Fax or email invitation 3. Telephone follow-up to confirm & explain. This works when 1. Your profile is current 2. The right folks are at Primary and alternate NB contacts 3. We have correct emails 4. You have white-listed us as the sender. Any suggestions to the contrary?
LEADS, LEADS, LEADS, WHAT’S A LEAD?
What’s that up in the sky? Are those birds? Is that Superman? No those are lead vendors and they are everywhere! We got this email recently: “I ran across agencyfinder.com this afternoon in my search for lead generation options for our agency. Employing an outside lead generation option is a new concept for us so I was hoping you could point me in the right direction.”
We responded: “We don’t deliver leads, rather invitations from clients who are serious about finding and hiring a new marketing partner and doing so now. They’ve also used our service to generate a Request for Dialogue that in most cases allows for the elimination of the infamous RFP. A veteran “new business kinda guy” once described a “lead” this way … Imagine you are sitting at a 2-top in McDonalds adjacent to a noisy group of four, discussing dissatisfaction with their current agency – and a commitment to find someone new. You note the name of the agency and after lunch, rush to call your friend who owns an agency. You share the story and agency identification. That’s a “lead.” Make sense?”
YOU DON’T HAVE TO BE A PIT BULL
Most agency people are artists of some sort or degree; they aren’t natural-born sales-dogs. So it’s a mistake to expect or try to train your New Business Pro to bite and snap like a Pit Bull (as a pit bull owner I hate that often-used analogy). Pity the poor prospect receptionist that’s bombarded by pit bulls demanding to speak with the CMO or equivalent. In your back pocket place the following key to the front door – “I need some assistance; could you help please?
WIDEX SEARCH
Location: Hauppauge NJ & Denmark Budget: $2.5MM – $5.0MM public relations & public affairs Client-Category: Medical Ads & Devices Awarded to: Advance, Denmark Contenders: MarketSmith, NY, gyro, NY
LONZA SEARCH
Location: Alpharetta, GA Budget: $100K – $250K (fees & production) Client-Category: Chemicals, Cleaning agents, Waste & Water Treatment Awarded to: Scout, Atlanta Contender: Point b, Atlanta, GA
VIRGINIA INTERNATIONAL SEARCH
Location: Fairfax, VA Budget: $100,001 – $250,000 (fees, production & media) Client-Category: Education, Schools, colleges & universities Awarded to: Sparkroom, Paramus, NJ Contenders: ndp, Richmond, VA, Charles Ryan Associates, Richmond, VA.
L’OREAL SEARCH
Location: Montreal, Canada Budget: $100K – $250K (fees & production) Client-Category: Cosmetics, toiletries, feminine hygiene products Awarded to in-house marketing department. Contenders: The Mars Agency, Toronto, CA, Shikatani Lacroix, Toronto, CN
YOUR UNFINISHED PROFILE
Check to see if your profile is Active & Ready for Client Invitations. Maybe you didn’t realize we give you over 500 data fields to select from. Login with the information above. On the landing page, click #13 – View Your Report (Confidential Version). You should see Iridium, Director’s Club or RefNet | Approved | Paid or Unpaid. If you see Iridium | Not Yet Approved | then finish up. Iridium is the initial no-fee level; But unless you are Approved you can’t be found or invited.
WHAT’S NEW? CHECK OUT PITCHCAST
Buncha good stuff going on – check it out. Let us know if you see a fit.
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