Many advertisers try to be objective, but “chemistry is probably 50% to 60% of the decision factor” comments a retail marketing director.
Profiling is the key to unlock new business wins.
In a recent Ad Business Report survey of advertisers who have recently conducted a review, the majority placed the “right chemistry” as a key requirement.
Personality Profiling is a way to understand and use chemistry to win new business, retain & grow your current clients and help your staff work better together because you now have “the right chemistry.”
Clients and prospects use their observational powers as meetings or presentations progress. “There were three hours for each presentation. In that time, we watched how they answered questions, how they interacted with the owners of the company, how they set up the room. Some groups set up barriers — a table between us and them. Others were very close,” recalls a sporting goods marketing director.
The things you say, the way you look, the materials you present – all are part of chemistry. The key to winning in chemistry is personality identification. And once identified, being versatile enough to move your company to project that personality. Personality Profiling can show you how.
Chemistry Ad Agency Wins New Business
A one-day on-site learning experience for agency management that shows agencies how to use prospect personality profiling to win more new business.
- Learn how to win more new business by profiling prospects from the way they talk, act, dress and project themselves.
- Teach how agency chemistry is enhanced by choosing the right new-business tactics, such as what to feature, who to have in the room, what to discuss and how to stage key meetings and presentations.
- Improve the agency’s new-business performance by better understanding the prospect and how the final agency selection decision will be made, even if the prospect doesn’t provide this information.
- Protect agency new-business investments by identifying those new-business competitions where the agency is a long shot with little chance of winning and those opportunities where the agency has a strong advantage that needs to be enhanced.
- Learn how to use the four quadrants of Headline®, Body Copy®, Illustration® and Logo® to re-shape agency new-business procedures so agency new business efficiency increases and the agency adds top-line revenue.
- Reduce the time and wasted effort required to win new accounts because the agency better understands what agency skills are valued higher and what initiatives are not important.
Chemistry Wins New Business provides an important new business lubricant that makes the entire new business effort run smoother. Indecision is gone. Everyone understands what it takes to win. New business becomes fun again.
Photo by kenneth-panda
