» How to attract the right prospects.

» How to inspire and convince prospects to become clients.


Since 1985, Louws Management has conducted 1000's of  interviews with companies who had hired an Agency within the last 6 months. These surveys have focused on why the winners won, and why the losers lost, with emphasis on why and how the creative products were bought by the clients.
This Workshop places Emphasis on teaching agency executives to:

» Get qualified prospects to want an audience with you;

» Dramatically improve the salesmanship of the new business team members;

» Package the organization's credentials and ideas in a fashion that conclusively convinces a prospective client that your agency can get the job done.

The Five P's

» Section 2 – Prospecting
› Identifying the 4 key prospecting arenas
› Techniques for prospecting within each of these 4 key arenas
› Techniques for putting the agency on the radar screen of prospective advertisers
› Tools for using the Media to effectively promote the agency
› Techniques for getting onto an advertiser's short list
› Tools and techniques for developing persuasive literature, promotions and brochures
› Tools and techniques for opening the doors to accounts that currently have agencies
› Tools and techniques for building on existing business
› How to really qualify the "right" kind of prospect
› How to work with consultants

» Section 3 – Planning
› How to establish a well coordinated new business effort
› How to respond to an R.F.P. so it gets noticed
› How to pick the right team
› What are the most productive first steps once an opportunity presents itself
› Techniques for finding the "real" client issues and objectives vs. those printed in the R.F.P.
› How to get "inside" information on the prospect and the competition
› How to choreograph the team who will research and pitch the business opportunity
› How to synchronize efforts to take a minimum amount of coordination with the maximum amount of return
› How to establish a new business plan that gets results within 2 - 3 weeks of its implementation

» Section 4 – Plotting
› How to conduct the first agency briefing that puts ideas on the table
› How to out-compete the competition
› How to build an infallible case for your agency
› How to bring strategic theater to the event
› Case presentation strategies that convince prospects of how you can help their cause
› Opening and closing strategies
› Team presentation strategies that sell the agency's real assets

» Section 5 – Presenting
› How to leverage the real strengths of the team
› How to avoid looking like everyone else's presentation
› How to take "game fright" out of the rehearsals
› How to choreograph the presentation to enhance the agency's case
› How to maintain flexibility around a tight agenda
› How to sell with genuine persuasive skills while maintaining one's credibility and believability
› How to work the audience
› How to read the audience and move with them
› How to cross the bridge between vendor and counsel
› Techniques for developing stage presence and charisma
› How to communicate so that the prospect really sees the value of what you as the agency have to sell

Contact Louws about this workshop.

Previous Page