Outbound Client Acquisition Methods for Advertising Agency
Tuomikoski, Niilo-Kalle (2023)
2023
All rights reserved. This publication is copyrighted. You may download, display and print it for Your own personal use. Commercial use is prohibited.
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-202305088460
https://urn.fi/URN:NBN:fi:amk-202305088460
Tiivistelmä
The purpose of this thesis was to identify methods to find potential customers for the case company which is an advertising agency. Besides just identifying the methods, the author also selected the most suitable way of contact for each of the methods. In order to contact the right businesses, the author had to create ideal customer profiles that can be used in the case company’s client acquisitions.
To collect reliable data for the theoretical part, the author had to go through numerous amounts of books, educational materials, blogs and websites. The author was also able to gather reliable data from previous interactions with sales professionals. The author had worked for the case company for over than six months before the thesis project began. This gave him a practical knowledge of the industry that, he implemented for this thesis.
The result of this thesis was a list of six different ways to find potential customers, that the case company can use in their sales. Three different ideal customer profiles were also curated to support the client acquisition.
The conclusion of the thesis is that if the case company’s sales staff implements the selected methods in their sales, they might be able to land more clients. To implement the selected methods, the case company’s sales representatives need to invest time and effort in order to see any results. By con ducting outbound sales and using the selected methods, the sales representatives may be able to discover even better and more efficient methods to implement in their sales. The outbound sales will support their plans to scale up their business and operations.
To collect reliable data for the theoretical part, the author had to go through numerous amounts of books, educational materials, blogs and websites. The author was also able to gather reliable data from previous interactions with sales professionals. The author had worked for the case company for over than six months before the thesis project began. This gave him a practical knowledge of the industry that, he implemented for this thesis.
The result of this thesis was a list of six different ways to find potential customers, that the case company can use in their sales. Three different ideal customer profiles were also curated to support the client acquisition.
The conclusion of the thesis is that if the case company’s sales staff implements the selected methods in their sales, they might be able to land more clients. To implement the selected methods, the case company’s sales representatives need to invest time and effort in order to see any results. By con ducting outbound sales and using the selected methods, the sales representatives may be able to discover even better and more efficient methods to implement in their sales. The outbound sales will support their plans to scale up their business and operations.