Are you evaluating where the client really is in the funnel?
If you don’t have this vital piece of information you are probably not progressing and converting as many new business opportunities as you could.
Switch on the jedi mind trick sales too soon, or give really detailed information about your history, process, people and culture (or even the office gerbil) too early in the sales process and you will put people off. While, at the later stages when culture and process become vital, miss this information and you sound risk sounding unengaged.
Remember clients can come to you at any stage. Ready to pitch or looking for education. It’s not linear and your agency needs to be switched onto evaluating where the client is in the buying process and tailoring the info you provide accordingly.
We’ve created this graphic as an aide-mémoire.