Crucial: Crafting Your Agency New Business Elevator Pitch-Part 1

Elevator Pitch

Working to help agencies win new business on a daily basis, one of the toughest things, especially initially, to nail down is overall messaging and part of that being the elevator pitch. More specifically, concise messaging-that says what the agency does, how they’re different from their competition and how they might help a prospect. Inevitably,…
Read more

Agency New Business: You’ve Lost that Prospecting Feeling

iceman-volleyball-scene-med

Post by RSW/US New Business Director Kris Klopp There’s a scene in the movie Top Gun, where Kelly McGillis’ character, the civilian consultant, Charlotte Blackwood, call sign Charlie, is offering up a critique to Tom Cruise’s, Pete Mitchell, call sign Maverick, on a tactical move he made in a fight simulation. Maverick’s flight sequence works…
Read more

Agency New Business: Cold Calling Doesn’t Work-But Calling Does

Calling

An interesting article from Marketing Charts on lead conversion, a study by Leads360 and tangentially-cold calling. It kicks off with this: Analyzing results from almost 3.5 million leads generated in the first half of 2012, across more than 400 companies, the study finds that phoning a new prospect within a minute of lead generation improves conversion rates…
Read more

Agency New Business: Dazed and Confused About Twitter

following

Post by RSW/US New Business Director Kris Klopp (inspiration provided by Wooderson) In the movie “Dazed and Confused,” Matthew McConaughey’s character, Wooderson, has a funny line about high school girls staying the same age, while he keeps getting older. This is probably a bit of over exaggeration, but it still brings up a good point, that as younger…
Read more

5 Tips to Tie Agency Services to Client Business Results

5 tips

Guest post by Tracy Lewis (@Tracy_J_Lewis) a consultant at PR 20/20 and community manager for Marketing Agency Insider In the grand scheme of things, most clients don’t care if you published eight blog posts last month or wrote a stellar ebook. They’re interested in bottom-line results that have a real impact on their businesses — such as leads and…
Read more

Agency New Business: Put On That Damn Sales Hat (Chapter 15-How Deep Is Your Bench?)

Practice

This is Part 15 of a 17 chapter eBook, “Agency New Business: Put On That Damn Sales Hat,” which you can download at no cost here. The eBook covers everything from pre-prospecting preparation to working opportunities to close.  The majority of the eBook focuses on elements that agencies either often overlook, are too busy to consider, or are…
Read more

Agency New Business: The Area Where Marketers Think You’re Still Falling Down

Progress

Finishing up our look at the RSW/US survey report, 2012 New Business Report: Client & Agency Perspective On Topics Related To Agency New Business, the final word is an agency new business plea, warning-whatever you’d like to call it, to agencies. While agencies can (and should) take a fair amount of optimism from our latest…
Read more