I’ve been working with wellness brands, outdoor recreation companies and agricultural businesses for years. And honestly? The conversations always start the same way.
“Our last marketing agency cost us a fortune but delivered absolutely nothing.”
Or: “We need more customers to grow but nothing we’ve tried is working”
Or my personal favorite: “Can you just make us go viral?”
Here’s the thing, whether you’re selling wellness, camping gear or farm tours, the questions you ask a potential marketing partner will make or break your relationship.
And most people ask the wrong damn questions.
Here are some insightful questions to ask that’ll save you from future headaches:
If They Can’t Answer These Questions, Don’t Hire Them
1. How well do you actually understand our industry and our customers?
Not just “we’ve worked with health brands before.” I mean: Do they know FDA compliance for supplements?
The difference between selling to weekend hikers vs. serious mountaineers?
How seasonal cash flow affects Ag?
If they nod along but can’t give specific examples, keep looking.
2. Show me how you measure success (and I don’t want to hear about only brand awareness.)
You need someone who talks about revenue, customer lifetime value and actual business growth. They should ask about your profit margins and goals before proposing anything.
If they only want to discuss likes, shares and website traffic – run.
3. What happens when something doesn’t work?
This will happen. Campaigns flop, algorithms change, supply chains break. You want partners who say “we test, measure, and pivot quickly” not “trust the process.”
Ask for a specific example of how they handled a failed campaign. Their answer tells you everything.
4. Who’s doing what and how do we stay in touch?
Make sure roles and responsibilities are clearly defined from the start.
Ask: Who creates the content? Who manages customer questions or campaign feedback? How many rounds of revisions are included? How often will we meet or check in?
If they’re vague about roles or say “we’ll figure it out as we go,” you’re headed for disaster.
These Bonus Questions Might Just Save You Thousands
“What don’t you do?” Specialists are better than generalists. They should refer to work they’re not great at.
“How do you handle our seasonal business?” Outdoor gear, wellness trends and agriculture all have major seasonal swings. They better get this.
“Can I talk to a current client?” Not a cherry-picked reference, but someone actively working with them right now.
“Can you guarantee results?” (No one can, and anyone who says yes is lying)
This Is How You Know You’ve Found the One
Here’s how you know you’ve found the right marketing partner: They ask YOU more questions than you ask them.
They want to understand your business model, your customers, your challenges and your goals before they propose anything. They push back on unrealistic expectations. They’re more interested in building a long-term partnership than landing a quick contract. That is the sign you have found a Marketing Strategist that is the one.
And honestly? They should feel like someone you’d want to grab a beer with after a long day dealing with your business headaches.