We respect your time. To us, “face time” is not a very good sales strategy. We won’t meet together without a valid business reason for doing so; a reason that is in your best interest, not just ours.

2. Define Your Key Marketing Challenges

We’ll walk away without the order if we’re not convinced we can help you accomplish your objectives. Our loyalties belong to the companies who do business on Main Street. . .not the analysts doing business on Wall Street.

We won’t come in with frivolous questions about your business. However, we will be prepared with meaningful questions that allow us to learn how to help you. We ask you to anticipate that curiosity, and encourage it. Provide us with candid answers. . .and access to people within your organization who can tell us even more (and from different points of view). Our goal is to ask the right questions in advance to make the campaign more effective. . .rather than asking them after the campaign has ended, when you’re trying to sort out “what went wrong.”

We will uncover one or more of your key marketing challenges. This is the key to everything that follows in the next steps. Once we agree on your primary marketing challenges, we introduce you to the Marketing Strategy Model. This model helps us understand the strategy and tactics that will be most effective in achieving the business goals which underlie the marketing challenges on which we will focus.

3. Brainstorming Session

Next, we begin working on the solutions, using the added perspective and focus we have gained from the Marketing Strategy Model. Since this is a partnership, we believe the more you are involved in the process, the better the solutions that we will develop collectively. Typically, we will brainstorm several possible alternatives, and invite you to hear some of the works-in-progress. Together we will decide on the course of action that can be most successful.

4. Present Recommendations

To complete the solution, we will introduce our creative recommendations and scheduling suggestions. We have great expertise in both of these areas and a long history of success stories to know what works best. We will also be talking about investment levels throughout the process. We prefer to make recommendations with your input, based on the difficulty of the challenge and the money needed to fund the solution we have developed together.

5. Get Results and Fulfill Expectations

The communication doesn’t end when the sale is made. On the contrary, we hope to build a relationship between your business and ours; any sale along the way is merely an incremental part of that ongoing partnership. That is why, after each campaign is run, we’ll offer to join you for another important meeting: to discuss your Return on Investment. Because we have discussed your expectations in advance, this meeting provides us with another opportunity to evaluate whether your campaign or promotion has been successful. It allows us to repeat and build on good things, and correct or avoid those ideas which didn’t work well. Ultimately, this process helps both of us discover ways of making the next campaign even better.