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"So, let me ask you a question."

Man_older_hat The phone conversation with a perspective new client was moving along well.  We had gotten past the, "Just what does an advertising agency do?" question and we were moving forward to some examples of what this organization might consider doing to increase sales and awareness.

Then my new friend asked me the following:

"So, if we hire you, what are you going to do for us that we can't do by ourselves?"

At first I thought it was a trick question.  After all, hadn't we just been through a dozen examples of what we think these folks might do to increase their brand and awareness?  How do I answer him and keep the conversation moving forward?

So, I gambled and said, "Everything and nothing at all."

"HUH?"

"There are just a small number of things we can do that you can't", I said. "However, if you want to correctly market your group and the services you offer and use the right tools to increase your market share and sales our bet is you'll spend years catching up to our skill level."

He's thinking about it.

Michael P. Libbie - Insight Advertising, Marketing & Communications where we think that's a pretty valid answer.  You?

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