Would you really ask that?

dinner-date

Would you really ask that? When agencies, speaking to clients on the telephone for the very first time start asking them questions like “are you reviewing your agency arrangements? or “are you happy with your agency?” or even “what are the issues you need addressing?” before having fixed the meeting date, they are making a big mistake.


Think of it like this. What you’re doing on this phone call is asking them for a date.

When asking a member of the opposite sex for a date, you want to find out whether they are …

1) Interested in you

2) Are the same persuasion as you sexually

Before asking someone for a date I NEVER used to ask them if they were in an unhappy relationship and considering an alternative ‘provider’. Did YOU? No, of course not.

So take it slowly. Ask them a simple question, the answer to which tells you if they are the decision maker and whether they have a budget.

As soon as you know the answer to both these is YES and the client is one you REALLY want to work with, arrange a date.

At that first date is the time for more in depth interrogation. Or, in the dating scenario, ‘wooing’. Wooing that may takes months of careful and thoughtful attention but never stalking, until maybe their current partner fails in some way and they turn to you for help.