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Besides the basic and all-important background legwork that would go into any new client (learning the brand, reading up on client competitors, finding out who controls the budget, etc.), there is a fair bit more research to do with financial companies. For instance, an average-sized bank is likely going to have numerous semi-autonomous departments, each with their own goals, purposes, and most importantly, marketing budgets. Identifying these departments and learning their needs and goals can sometimes give an unexpected and critical "in" to a business, or perhaps just open up more substantial opportunities to sell than you might first expect.
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Michael Cornnell
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