If you are new to digital sales, its an uphill task for you to come into the groove straight away and start getting revenue for the company from day 1.
However, you can certainly build an intent to make a difference to your pipeline by calibrating your digital agency proposals or RFPs by keeping into consideration the below points:
First, and the foremost question you must try and answer for the client is why your product relevant for the brand in achieving their most critical brand marketing objectives (both strategic & tactical). So whether it is expanding the brand reach in an exclusive territory like a particular ethnic group/ community or it is driving a strong engagement amongst a niche audience across different geographies. Remember, in any case, how you will target the brand’s core audience will remains a key focus.
Second, explain how your product/offering brings any strategic leverage for the brand. In simple terms, does it allow the brand to venture out and experiment or play with their current brand messaging in a more innovative way? If your proposal is also offering run of the mill solution to the brand, chances are that your sales person would end up standing in the long queue outside with other vendors.
Third, what’s your relevant experience in the domain? Not all clients but certainly the high spenders like to work with selected vendors whom they believe have the technical prowess & proven expertise to deal with any future troubleshooting situation, especially when there is serious money at stake. If you position yourself as somebody who can just do the job well by offering competitive pricing, the person on the other side of the table ain’t gonna take you seriously. Agency planners need to see the WOW factor in your proposals every time and nothing better than offering them relevant case studies examples of their client’s competition. So next time, make sure you beef up your proposals with certain strong case study examples.
Understanding of Brand Objectives
Fourth, have you understood the long term objectives of the brand? For instance, if the brand is launching itself in different geographies, it would expect its partners to bring key market insights on the table to allow him to take future decisions about the brand positioning vis-a-vis the competition.
Vision for Scalability
Fifth, is your approach scalable in future? Interestingly, very rarely I’ve seen this approach in vendor proposals where they talk about how they will span out a strategy which will evolve in the long run and would benefit the brand by offering scalable solution. More often than not most of the people offer a short sighted approach which may or may not give long term returns to the brand. For instance, a lead generation strategy should also come with future customer engagement plan for better customer acquisition.