Of all the different facets of agency new business, it’s interesting that one particular is often ignored: the reasons why, after an initially good, or great conversation, you didn’t get that initial face-to-face meeting, and end up in new business purgatory. Ask yourself what the percentage of your new business activity falls into this category-how […]

Survival

If you’re thinking about starting a digital-only Agency, you might want to think again as the growth potential might be somewhat limited long-term. So say Marketers in our latest 2011 “A Marketer’s Look Ahead at Agencies” survey. 67% of Marketers surveyed state that in order for digital shops to survive they will need to offer […]

passion2

Get ready for a very unscientific post, but an important one for your new business program nevertheless. I’ve had the pleasure of speaking at length, both on the phone and in person this week, with 2 of our agency clients. As Business Development Director at RSW/US, I talk to agency principals just about every working day, […]

NOPE

An excellent article from Blair Enn’s Win Without Pitching site called Meeting Madness contains several thoughtful insights on agency new business meetings, incentives and quality of meetings generally. As Blair points out midway through his article, some agency new business meetings just shouldn’t happen at all.  He goes on to say: The second lesson from my […]

Clutter

It’s interesting how often we still see, in agency collateral or on agency sites, some variation of the phrase “we help you break through the clutter.”  Please stop saying that.  It’s like saying, “our point of differentiation is that we’re unique.” Ultimately, it actually ends up creating its own clutter when a prospect reads that. They’ll gloss […]

engagement

We celebrated an agency new business success yesterday as a fairly new client got their first win through our efforts. Particularly satisfying is the fact it happened after roughly 3 ½ months of prospecting. It doesn’t always happen that quickly, but always nice when it does. Think about the emails, mail or social media messages […]

Blogging 2

I occasionally like to get back to blogging basics and this post does just that.  Michael Gass, on his Fuel Lines blog, mentioned in his post 10 Tips for Writing for the Web for Ad Agency New Businesss a social media study by King Fish Media, HubSpot and Junta42, pointing out this stat: “Businesses (agencies) that […]

second date

I was talking to an agency principal today about our services and asked about the challenges they’d faced in the past bringing in new business. She gave me an example of a very capable salesperson they hired who did a great job of opening doors.  The problem was that was it-a door opened and then […]

the words don't fit the picture

The post title, Get Naked for Ad Agency New Business, OK, Not Really Naked, comes from a few recent conversations about outbound lead generation with agency principals and internal agency new business directors. Cutting right to the chase: as in any field, a large part of your success as an agency new business person is […]

Do not want

“Every opportunity is a meeting.” It is not true (at least not in regards to a quality meeting) but some ad agency new business salespeople treat every “yes” as a winner.  For many reasons, that’s a mistake. Why? 1)You’re overpromising-to yourself and/or to your employer-it will bite you 2)You’re not qualifying properly, if that’s your […]