I play in a party band called Mushroom Clown. The reasons for the stupid name was 1) it needed to be something memorable, 2) it had to be something no one was going to spell incorrectly, 3) I found a cute cartoon mushroom and put a red nose on him for the logo. BOOM!

The only problem with this name is that people searching ‘Party Clown’ often end up sending me an email asking if I do balloon animals (which I do funnily enough, but only in my spare time and NEVER for money).

However, the first time someone approached me about this, rather than just saying “it’s crossed wires; I can’t help you” it did (BRIEFLY) flash through my mind to wonder if I had any extra-long red shoes in my wardrobe. I mean… a paying gig is a paying gig. Right?

The point is, don’t be too precious about your offering when prospecting. I don’t mean start selling ice cream if you’re a brand design agency, but don’t be SO preoccupied with selling what you think you do that you blast past someone with a genuine requirement within your abilities.

We get tasked by clients to sell their specific service (often with a tediously-trademarked name) and ONLY sell that. But if you go into a call selling cheese without having a nice chat first, you never have the chance to find out that they also like ham. If you go in selling yourself as (for instance) a design agency, they might say “no thanks” because you didn’t explain that you’re also big on strategy.

If you’d just started your prospecting by finding out a little more about the target’s needs, you could have then sold yourself as a strategy agency (that just happens to also be brilliant at animation).

Anyway, I’m obviously crossing the streams somewhat to serve my own purpose, but you get the gist: don’t be afraid to be less laser-focused when you announce what you are and what you do. Most of your customers just see you as “their agency” rather than a specific “brand” agency or “insight” agency or “whatever” agency. Don’t limit your opportunities from the off by deciding what you are; leave that to the prospect.

Happy hunting.