We’ve learned that while many prospects like what they see in our work, they have no idea how to buy marketing services successfully from us and want to know what to expect to start a partnership together.
So, here’s our sales process. Read on to understand whether beginning the conversation with us makes sense.
1. Phone call to find out if a meeting makes sense
Step one helps us know where this potential relationship is heading.
We want to know about your business and your reasons for reaching out to us. This helps us discern if your challenges are difficulties we can help you manage. Once we determine that a meeting makes sense, we outline step two and set up an appointment for a meeting.
2. Meeting to determine more details
In preparation for our second meeting, we assign you homework. This usually includes a list of things to think about before the meeting and a questionnaire.
We ask you about your current marketing, your team, what’s working (and what’s not), and desired results. We ask for these answers before we meet again—even if some responses include “I’m not sure” or “I want your help to determine.”
We spend about one hour “digging” into your needs. This is also a time for us to answer your questions. Often that involves many things in this FAQ list or the story behind our work samples.
We also talk through what makes a good or bad client for us. We want to ensure that our odds of effectively solving your issues are nearly 100 percent.
Examples of core questions
- Why did you reach out to TBH Creative? Why is this important?
- What results do you want/need to achieve?
- In 6 months or 1 year from now, what does “success” look like?
- Who are your competitors?
- What makes you different/strengths/weaknesses?
- What is essential to you in a partner?
- What is your timeline to start?
- Who are your top three audience targets/personas? Why?
Following this discussion, we decide—together—if it makes sense to move into a blueprint project together.
3. Blueprint project (marketing evaluation, analysis, and recommendations)
The “blueprint” evaluation phase typically takes eight-ten weeks.
We’ll meet with more of your team via a group meeting and individual interviews to gather information necessary for recommendations. Different team members will answer customized questions that provide unbiased data and critical answers.
We pore over the data and assets that you have available, meet with you to discuss the findings, and compile recommendations on what can be done, how long it will take, and what the ROI will be.
Most of our clients have had less-than-ideal previous experiences with a marketing agency and are worried about the results. That’s why we do the blueprint project—to answer these questions, set expectations, and get to know the true working partnership.
Following the evaluation process, you’ll clearly understand what will be difficult and expensive and how to manage both factors. We’ll also talk through what a reasonable timeline will look like.
By this point, it’ll be clear to both of us what should be done. Then we move to execution.