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Recruiting Clients that Fit With Your Company Mission

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Updated By: Dan Soldner on Mon, Jun 17, 2019

When I got my first interview out of college, I called my Dad while I was preparing and asked for his advice.

He said, “Be exactly who you are. It's better to be yourself and not get the job than it is to get it pretending to be someone you’re not." We use the same approach when we hire people to join our team, and now, we use it to evaluate whether a prospective client is a good fit.

Internal is External

To work at Leighton Interactive, it’s important that you value a growth mindset. You believe in improving. You stay sharp by trying new things and challenging the status quo, you're conscious of what you are doing to accelerate or impede your ability to do so. We hold ourselves to a high standard by valuing actions that support and serve each other, vulnerability, confidence, and an appetite for fun.

This is Leighton Interactive. It is our brand. And maintaining these values makes up a large part of our mission. Clients say we are a gritty, roll-up-your-sleeves and move-the-needle agency. They say we push until we get it right, and that we go all in. We care. We’re passionate and we find a way to contribute value and make an impact. When we stay true to who we are, we attract clients that believe what we believe, making it easier to accomplish big things and meet more goals. (Booyah!)

Whether we are connecting, networking, speaking, volunteering or hosting or sponsoring events, we always show our true colors. We are upfront about our values and abilities. Knowing our mission internally helps us reflect that mission externally.

Stay True

LIME June 2019-7 – LinkedIn

As an agency, it’s tempting to be something you’re not. That big juicy project outside your expertise, that big company with a big budget that keeps pushing you and your team around when you know you should say no.

It’s just like that interview I had. I wanted to tell them I was highly organized, proficient in all the tools, and share how my economics degree had prepared me perfectly for the sales team. The truth is I had a lot to learn about organizing my priorities and didn’t know anything about their tools other than the buzz words I memorized the night before. Oh, and my degree had very little to do with sales. So I told them that instead.

We have committed to this mission of transparency as a company, and stick to it throughout our sales process. Because of our dedication to this mission, good things happen.

We’re able to partner in a way where no obstacles are too big to overcome. Mistakes are promptly resolved, because communication becomes much easier when there is a mutual understanding of values and goals. Wins are celebrated, always. Things get uncomfortable and we face the adversity together. The feeling of accomplishment is shared, and it drives us to do it again and again.

This is all thanks to having a clear mission, hiring a team that believes in that mission, and recruiting clients whose goals and values align with our own goals and values.

Nobody Likes a Liar

You would not work for a company that is dishonest or manipulative, nor would you hire employees that are. A marketing agency relationship is no different. Agencies desire clear expectations, autonomy, and a paycheck on time from their clients. Clients want performance, dependability, responsiveness and innovation. Sounds exactly like an employer/employee relationship.

Interview each other and be honest about what you’re not, what you expect, what you really need, and make it OK to walk away from things that don’t align with your company values.

So... how do you land long-lasting clients? By identifying your company values and recruiting a client base that aligns with those core beliefs.

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Dan Soldner

About The Author

Dan Soldner

Dan believes that marketing has one purpose: to generate sales leads. He is certain the best marketing tactics and sales people are decision-making facilitators, not yes getters and being customer-centric is the only way to be successful in the long run. Dan started Leighton Interactive in 2009 with a vision to help high-growth companies attract and close more ideal customers. A perpetual student of sales and marketing, Dan focuses on two things: finding clients with problems Leighton Interactive solves and talent with the expertise to solve them.

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