How to acquire new clients

In my work I meet lots of agencies, some I work with, most I do not. There seems to be major lack of understanding how clients think. Therefore, let me give you my 2 cents on this topic:

How most FAIL:
1. start with 10 minute company introduction with absolute nonsense data I could not care less
2. Show an image cloud of all of your clients and tell what you do with them these days, another 30 minutes
3. Tell me how you can help us to achieve our business goals with your knowledge base, 10 minutes of jargon storm
4. Ask me what I think, should we try with a project. C'mon you have not even shared any cost information nor assured me

How to SUCCEED
1. All you need is to tell office locations, # of people and key focus of your work
2. Show quick analysis of my company health check. Sharing other companies cases makes me think you expose my business too
3. Show a concrete benchmark against our competition and how can we improve by focusing on simple steps
4. Share your business model and how the improvements showed could be executed in modular, low risk manner

In most cases, people I meet know absolutely nothing about the company I work for. I could understand they do not know organization, processes or even some challenges but web is full of tools. Let's use say Tesco as example. Here's a elevator pitch for you.

1. We are an advertising agency focused on digital marketing. We employ 25 people in London and Singapore
2 We know you are a leading company in UK retail but we also wanted to see if you are leader in digital communications. So we made a quick health check and learned following things:

WEB
- Your website ranks top 1500 in the world and top 50 in UK
- On average people view 9 pages when they visit your site and spend 7.5 minutes
- 30% of visits come through search engines, where keyword Tesco is dominant
- Visitors have skew towards females with Kids, middle-age and both low education and very high education backgrounds
- over 3000 websites link to you site

SOCIAL
- There are only few posts about Tesco in blogosphere
- Facebook has many unofficial Tesco sites with mostly fan vs. hater discussions
- Twitter side there are also some sites with low follower figures

Overall your website presence is outstanding. You could likely increase your site visits by simply focusing on SEO. Whatever products consumers search, your site should pop-up in top three. SEM is another area that can drive much more visits, thus loyalty to your brand.

Social Media side is clearly an issue you should consider improving. Your presences are fragmented and there are many discussions happening about you. Polarity is somewhat negative and there seems very little interaction from company side to engage in them. Facebook and Twitter are well behind competition and we can already see how people try to persuade others to move to ASDA etc.

Our company is specialized to manage both website and social media optimization and engagement. We could offer you any of the following packages:
- Facebook group consolidation and management into a proper dialogue channel 10k set-up and 5k monthly management fee
- Twitter consumer acquisition to reach 10k followers and then manage them. 10k set-up and 5k monthly management fee
- SEO keyword analysis, strategy and recommendation/execution 50k project
- SEM campaign management with promised cost per click model of 40 cents (you decide the scope)
- Overall digital strategy creation with concrete execution plans and details 10k monthly fee (you decide duration)

These are rough figures based on standard work we do. In case you are interested I can of course provide full break-down of costs on hourly level and quote other projects on the field of digital, including mobile application development.
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OK, that may have sound super simplified but for me it would work. I do not want to waste my time. So concrete figures and details assure that even if I do not start a project, I walk out of the room knowing so much more about my own business. I also know who was the guy who helped me to learn this which makes me feel I own him a chance when opportunity arises. If you do not believe me...try me :)