CINCINNATI, Feb. 11, 2012 /PRNewswire/ --RSW/US was recently invited to speak on the topic of maximizing the effectiveness of agency new business prospecting programs during the most recent gathering of the agency network TAAN in Sarasota, Florida.
Mark Sneider, Owner/President of RSW/US discussed the importance of getting prospects to mentally "Checks the Boxes" along the new business journey...from the start of the prospecting process all the way through to the final close. "You want prospects to come to the conclusion themselves that you are the right agency. They don't want to be sold. Marketers tell us that over and over again."
Mark noted that the annual surveys conducted by RSW/US (and made available on their site) consistently report that what marketers want and what they get, are two different things. "Marketers want to be listened to and they want agencies to understand their business. What marketers typically get is a sales pitch and presentations about agency capabilities." Mark stressed the need for agencies to create more organized methodologies for prospecting and to find the right mix of sales, marketing, and agency experience when hiring a New Business Director in-house.
During the presentation, Sneider presented very specific steps agencies can take during each phase of the prospecting process - starting with initial preparation and leading all the way through to the steps necessary to effectively move a meeting to close.
The presentation and meeting was held on February 10, 2012.
About RSW/US
RSW/US is a full service, agency new business development firm that helps marketing service companies (exclusively) find and win new business. More information about RSW/US can be accessed at: www.rswus.com or by contacting Lee McKnight, Jr. at lee@rswus.com.
About TAAN
TAAN is one of the world's oldest, largest and most successful networks of carefully selected independent advertising agencies. Today there are 53 TAAN member agencies operating on every continent, in 32 countries and 59 cities worldwide.
The TAAN network is built with the concept that shared knowledge and intelligence creates powerful insight in addressing the goals of agencies and marketers throughout the world. More information about TAAN can be accessed at www.taan.org or by contacting Peter Gerritsen at peterg@taan.org.
Contact: Lee McKnight
Phone: 513-559-3111
Email: lee@rswus.com
SOURCE RSW/US
