Prospecting: How to Get First Meetings with High-Value Prospects
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Prospecting: How to Get First Meetings with High-Value Prospects
Proactive prospecting remains one of the most critical sources of new business for an agency. Rather than navigating the reactive (and often dysfunctional) client RFP process, you can take more control of your pipeline. However, it does take an approach that is strategic...
Prospecting: How to Get First Meetings with High-Value Prospects
Proactive prospecting remains one of the most critical sources of new business for an agency. Rather than navigating the reactive (and often dysfunctional) client RFP process, you can take more control of your pipeline. However, it does take an approach that is strategic and methodical.
This training session will provide an outline for effective prospecting – with a particular focus on how to get prospects to respond to your outreach and agree to the critical first meeting. This will include a deeper look at targeting, content marketing, and prospecting scripts specifically designed to generate a faster response.
Importantly, knowing that many agency leads stall in the sales pipeline, we’ll address what it now takes to build and maintain conversion momentum.
Training Materials
Following the training session, those who attend will be provided with one week of recording access.
Who Should Attend
This training is designed for those team members who play a key role in leading or supporting the agency’s new business prospecting. This may include new business leads, client services/account management, strategic planning, research, and project management.
Instructors
Sharon Honjiyo
Director, Agency Growth Strategy
Sharon is Director, Agency Growth Strategy at Mirren, a firm that specializes in organic growth and new business training for agencies in digital, PR, advertising, media, experiential, and more. Each year, more than 700 agencies participate in Mirren’s annual conference, training programs, and webinars (www.mirren.com). Their team has trained CEOs and their senior management teams in every region around the world.
Sharon brings senior experience on both the client and agency side. Having managed roster agencies and run competitive reviews–in addition to running accounts and RFPs at her agencies–she provides tremendous insight in her training.
At Mirren, she empowers agency teams by training on client acquisition, retention, and growth. Achieving this, however, requires becoming a more proactive, strategic business partner. In fact, she believes there are many untapped revenue opportunities for agencies. “As a client, I regularly experienced my agencies missing many of our strategic needs that would have resulted in significant additional work.”
Sharon spent a good portion of her career leading account management and strategy at a number of agencies, including DDB, HL2, and Hornall Anderson Design. She was instrumental in leading client relationship training, organic growth, and numerous new business pitches. Prior to joining Mirren, she led the brand marketing team at Holland America Line, a premium cruise line within Carnival Corporation–the world’s largest leisure travel company.
Originally from the San Francisco Bay Area, Sharon currently lives in Seattle with her husband.
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