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Contact UsPhilip Crampton, Director of Digital & Partner at Tomoro
Philip Crampton has a wealth of agency and digital experience, with previous roles at Credoe and HH Global. Having started at Leeds-based Tomoro in 2022, he is always keen to share knowledge and seek to help brands achieve their growth potential through digital transformation, paid & organic media, SEO and e-commerce solutions.
Q: What one piece of advice would you give to agencies, from experience, looking to grow their client list?
From experience, the advice I would give to agencies looking to grow their client list is to do your research and be really hyper targeted in who you want to work with and why, prioritise building strong relationships and deliver exceptional results for your existing clients.
Too often, people use platforms like LinkedIn to connect with someone in an organisation that they want to work with and dive straight into the sales mode without knowing the individual, their needs, the business challenges or priorities which makes the chance of a conversion highly unlikely and wastes a lot of time.
Some key recommendations are as follows:
- Focus on building relationships: Invest time and effort into cultivating genuine relationships with your existing clients and industry connections. Networking, attending industry events, and engaging in online communities can help you expand your professional network. Building trust and rapport with clients and peers increases the likelihood of referrals and recommendations.
- Provide exceptional results: Consistently delivering high-quality work and exceeding client Expectations are crucial for growing your client list. Prioritise client satisfaction by understanding their needs, setting clear goals, and consistently delivering outstanding results. Happy clients are more likely to become loyal advocates and refer new business to your agency.
- Showcase your expertise: Establish yourself as an industry expert by consistently sharing valuable insights and thought leadership content. Utilise various channels such as blogging, social media, webinars, or podcasts to showcase your agency’s knowledge and expertise. By positioning yourself as a trusted authority, you attract clients who seek your specific services.
- Leverage case studies and testimonials: Collect and showcase case studies and testimonials from satisfied clients. Highlight successful projects, measurable results, and positive feedback to demonstrate your agency’s capabilities and track record. Potential clients often look for social proof before making a decision, and these resources can help build trust and credibility.
- Tailor your marketing efforts: Develop a targeted marketing strategy that aligns with your agency’s target audience. Identify your ideal client profile and tailor your messaging, content, and advertising efforts to appeal to them directly. This approach allows you to reach the right prospects with the right message, increasing the chances of converting leads into clients.
- Stay adaptable and embrace innovation: The marketing landscape is constantly evolving, so It's crucial to stay adaptable and embrace new technologies and trends. Explore innovative approaches, such as leveraging digital marketing channels, artificial intelligence, automation, or data analytics, to enhance your agency’s offerings and stay ahead of the competition. It also sends a really positive message out to potential new clients that you are a forward thinking organisation.
- Provide exceptional customer service: Exceptional customer service goes a long way in client retention and acquisition. Be responsive, attentive, and proactive in addressing client needs and concerns. By prioritising exceptional customer service, you not only retain existing clients but also create positive word-of-mouth that can attract new clients.
- Be helpful. To really understand your potential clients and their industry you will have carried out extensive desk research into their space. So, why not share some of these industry reports and findings with people you want to work with? It shows proactivity, starts to foster a relationship and is a more welcomed approach than the typical sales push.
And finally...
Remember, growing your client list is a continuous effort that requires a combination of building relationships, delivering outstanding results, showcasing expertise, and adapting to industry changes.
By focusing on these aspects, you can position your agency for long-term success and client growth.
Some wise words of wisdom in this week's edition!
We'll be back again soon with more bite size insights. But in the meantime, if you'd like to take part in a future Ask an Agency then don't hesitate to get in touch with our team on hello@brandsandagencies.co.uk