Forget about new business, focus on the clients you have right now
This may be the hardest thing to do right now, but it’s the right thing to do right now. The last thing your prospects want to hear about is how they can pay you so you can help them during this difficult time. You don’t want to go completely dark on them (that’s what we tell our clients every day in regards to their customers and prospects), so instead of coming across salesy, come across helpful. Ask yourself, what information do I have right now that could be helpful to our prospects? If it’s a given, don’t send. You’re the marketing expert, so give them expert advice and counsel. At the end of the day, the reason we got in this business is to help our clients solve their problems. Now is the time to be that helpful ally/partner.
Now, given the limited outreach to your prospects, let’s hone in on your current clients. What ideas are you bringing them day in and day out? They have major business challenges paired with limited funds at the moment. There are some that have told us their internal teams are working on ideas. We don’t care. We still encourage you to bring at least one tangible idea to your clients each week. When we get through this, they are going to look back and realize whether or not they have a loyal partner that actually gives a damn about their business. Sure don’t want them to have a doubt in their mind about your commitment to them as an agency.
By the way, mix your ideas up. What is the reason clients hire us besides the fact that we are expert marketers? They like us. Nine times out of ten you having a client is because they can see themselves working with you every day. What does that mean for you? They like you as a human. So bond with them as a human. Some agencies have created their own COVID-19 Spotify playlists. Others are implementing virtual happy hours with clients. One agency created a PDF of top shows to binge watch on Netflix/Hulu/HBO/Amazon right now. It’s unsettling times, so try and show them a fun time. They want to get through this as quickly as we do.
Hang in there
Remember what we said earlier? You’re going to make it through this. And you will. Because every agency in MAGNET will too. It’s the one thing we’re confident with all of the unknown ahead.
While there are many unfortunate things happening right now, one of the major fortunes is this global network of ours. Honestly, we don’t know how we could make it through these coming months without it.
From a group of dedicated, loyal and loving group of CEOs to you, you’re going to make it through this.