Agency New Business: Prospects Go Dark, Don’t Let Your Agency Do The Same

One of the most frustrating challenges in agency new business? When prospects go dark. Always tough, and agencies tend to get worried or even desperate when it’s been a few days or weeks, understandably so. You can’t get anxious (easy for me to say I know) and when you do reach back out, find something […]

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Agency New Business Frustration: Selling The Invisible To Your Prospects

Agency New Business Frustration Reason #38: What do I mean by selling the invisible? The notion came, as many solid post topics do, from a conversation I had with an agency team on how the industry has changed, relative to new business. More specifically, one of the principals asked me how our world of new […]

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We’ve had little new business success where we didn’t have internal contacts

I attended a presentation from new business leaders at their respective agencies on new business success, and there was an interesting dichotomy between the individuals on stage and in the audience. The five on stage all worked at agencies that were part of major holding companies.  The audience, conversely, as shown by a show of […]

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Your Agency New Business Sales Email Mantra-Get To The Point

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I’m going down a rabbit hole with this one, but it’s a topic near and dear to my “sales email” heart. That is, leading a sales email with “Hi, I hope you’re well.” May seem like a minor thing, and maybe it is, but the topic, or practice, comes up more than you might think. […]

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Prospects Love You On Monday And Forget You By Friday

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Prospects Love You On Monday And Forget You By Friday I had a conversation recently with one of our new business directors, and she reminded me of a critically important new business fact. Our conversation was around a story one of her clients told her, and it’s a story I’m betting most of you have […]

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Should You Ever Hire A Telemarketing Firm?

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An agency principal asked me a really interesting question recently: Would you ever hire a telemarketing firm? Obviously, I had to set aside the fact that we’re a new business development firm and he meant of course, if I were in his place. I’d never been asked it before.  In our 13 years of business, […]

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Websites With Blogs Get 55% More Traffic

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As you’re thinking about next quarter and your new business efforts, I want to issue a challenge to you, and it’s one you’ve heard before: You need to create content for your new business efforts. Before you stop reading (because you’ve heard it all before), let me give you a few key stats, followed by […]

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64% Of Agencies Are Unsatisfied With The Success Of Their New Business Program

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In our 2018 Agency New Business Thought Leader Survey Report, Jason Parks, EVP/Managing Director at Barkley asked the following question: Are you satisfied with the success of your new business plan/program? As my post title points out, 64% said no. And Jason also asked, “Why do you feel the program has been a success or […]

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The Convenient Fallacies That Undermine Your Prospecting Efforts

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I was privileged to be a part of a series of new business roundtables recently, and the topic that came up more than any other was the struggle agencies have in breaking through to prospects. Not a new thing-in our 2017 Agency-Marketer New Business Report, 69% of agencies told us breaking through to prospects was […]

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Be Wary of the New Business Development Director With the Legendary Prospecting Network

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A big thank you to AMI (Agency Management Institute) for my guest post, Be Wary of the New Business Development Director With the Legendary Prospecting Network. You can read it below in its entirety. There is a great dilemma many agency owners face time and time again: Do you hire an internal new business development person […]

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