"There. I'm eric. Kevin join us on our journey to building a one hundred million dollar company. This is Eric Olson your host today. We're gonna talk about stocking in a good way though. So I want you to think about how you go about getting prospects. For us. We get a decent amount of inbound leads from our website social media SEO things like that. But in addition to that, we want to go after high value prospects. So it's really just not good enough to sit back and wait for the phone to ring for an Email to come in in order to grow this agency to where we want to get it to we need to proactively go out and find new clients that we wanna work with. So the first thing need to do is really think about what kind of client you want. Usually for us right now, the clients that come to us are a little bit on the smaller side there may be regional players. But for the most part they have one or two offices and they're looking to grow. Now. Ideally, the class would come to us are much bigger now in order to get those bigger clients come to us, we I have to acquire clients of this size and magnitude so that we can prove that we can work with them. We currently work with the Bank right now. But we don't do a lot for them. We really just host them, and we take care of their website. We wanna do more with them and we've actually approached him about it. But they just don't know enough about digital marketing to pull the trigger. So we came up with the strategy where we wanted to actually go out and get a regional Bank. We looked at all the banks here in Hampton roads, that's Norfolk Virginia beach. Newport, News that area, and we came up with the list of about a dozen different banks, and they're different sizes. Some of them are actually headquartered here some are headquartered outside of the area. And we came up with the various shortlist of two to three banks that we want to go after we split them up. I took one Kevin took another j tech another. And we started to do research. We found everything that we could about them and who was in charge of their marketing. Well, one of the banks is a fairly large regional Bank. They have branches on the peninsula and also on the south side. And they were mine I was the one that was going to pursue them. And I signed or stocked this shit out of them. So what I wanted to tell you is in the end it paid off. But in order to get there. I connected with this person on Lincoln. He accepted my request, and I sent him to direct messages. I then connected with him on Twitter, he accepted, and he followed me back, and I sent him to direct messages on Twitter. I also called him twice left to voicemails. And I literally told him. Hey, this is Eric your Stocker, and I also sent an Email so I pursued him, and I didn't give up and I contacted him through multiple different channels multiple different times and let him know very explicitly that the reason I was calling because I wanted his account. So what I didn't wanna do is be timid about it and just kind of tiptoe around it and send him white papers. And just kind of hint that this is the kind of work that we do if I'm going to. Ashley prospect and pursue someone. I wanna make very clear the reason that pursue them. So long story short. I actually had the meeting esta he invited me to his office. Very nice guy. And we sat down for an hour. And I was really a little bit intimidated. I thought maybe I was making a mistake. I had looked at all their digital marketing beforehand, and they were in really good shape. So the first thing that I looked at it. I thought wow, I don't really know what I'm going to pitch here, and I slept on it. And in the morning, I looked at it again. And I realized that they had a gap in their social media. So although they have tens of thousands of followers every single time. They post on social media. They get very low engagement less than ten every single time out of twenty thousand or more. It's just not acceptable. And what I realize is they were just checking the box when it came to social media. So what I ended up pitching. Ng was social media, and in particular video content. Now, what's interesting is. I wrote that down in a review document that I printed brought with me. And when I first got there, we talked about some of the challenges that he was having and guess what social media lack of Ideo and lack of storytelling is what he cited as a problem and correlated exactly with what I had predicted. So it turned out to be a great meeting."