Future-Proofing Your Agency: Be like a Honey Bee

Honey Bee

If an outside observer remarked that your agency team appear “as busy as bees”, that could be a good thing. Particularly, if they are busy on the right things – things that matter for moving your clients and your own firm forward. However, that’s not what is most important about the Honey Bee when it…
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The Agency New Business Component You Can’t Gloss Over

The Agency New Business Component You Can't Gloss Over

Geoffrey James of Inc. wrote a post on sales development, 6 Steps for Developing Sales Opportunities and he makes a good initial point (with a caveat I’ll add below): Salespeople similarly expend a huge amount of thought and energy on closing deals that turn those sales leads into real, live paying customers. Ironically, the beginning…
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Phone-o-phobia: Fear of Rejection in Agency New Business

Fear of the phone

“NO” stings. A recent Wall Street Journal post offering a CEO’s recommendations for dealing with rejection brought my thoughts to remarks people make when they hear about my work. “Oh!” they say.  “Where do you get the courage to pick up the phone and call people you’ve never met before and try to sell them…
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Straight From the Marketing Prospect’s Mouth

5-Ways-To-Stand-Out-From-The-Crowd

Agency New Business is tough business. Many agencies make it harder than it should be by doing it the wrong way when reaching out to a marketing prospect.  As an example, you can have the greatest sales person in the world, but if they don’t understand your agency, or they pound and pound and pound,…
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Best of the Worst Agency Searches

Best of the wurst

Having now managed over 30 searches for brands like Mariano’s, Mercy Health, Jack-in-the-Box, Duck Tape, Mizkan Foods, Cayman Islands, and Motorola, we haven’t seen it all…but we’ve seen quite a bit. Here are some of the “best of the worst” of agency searches – and some pointers for agencies if they’re listening/watching/reading this post! In…
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Agency New Business “Don’t Send this Email”: Part II

homer-computer-doh1

Yes, this is very elementary.  But, it keeps happening. One of our recent posts addressed how critical it is to put yourself in the prospect’s place when writing emails for agency new business. For ANY written communication, it’s important that the messaging be clear and succinct. Even more fundamental – be CERTAIN to have the…
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Agency New Business-No Prospect Left Behind!

Agency New Business-No Prospect Left Behind

One tenet we abide by at RSW/US= No prospect is ever “dead”. But I heard that put in a better way this week: No prospect left behind. So I’m sticking with that from now on. What does that mean to your agency new business effort? Two stats I’ve used in the past that I’ll revisit…
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The Agency New Business Hunt: How Does your Website Perform?

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These are rites of spring:  Baseball Opening Day.  The Kentucky Derby. Turkey Hunting Season. And, the Mirren – RSW/US Tools and Technology Report. Once again we surveyed advertising executives for the latest insights on tools and technology that their firms are using effectively for their agency new business programs. With the latest survey, it has…
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