I was originally led to the Content Marketing Institute (CMI) site in a discussion with an agency principal and I would recommend it as reading that will help boost your agency new business content efforts, and one post specifically, The 7 Business Goals of Content Marketing: Inbound Marketing Isn’t Enough. The first half of the post delves […]
There are several reasons agencies comes to us to handle their new business program: time/clients always coming first, can’t find a good salesperson internally who gets it and no new business structure or strategy-to name a few. There’s another as well-that agency client who accounts for a large, sometimes very large, percentage of your overall […]
Rather than the traditional post, I’m going to throw out a few agency new business tips of extreme importance in rapid-fire form. A few may even border on rants, but it’s done out of love-it truly is. Let’s get to it: Agency New Business Tip 1: Keep things simple for your prospects. A prospect signing up […]
One of my favorite bands, R.E.M., broke up in September 2011. What does that have to do with the new business letter? Read on. It is widely argued that perhaps it should have happened when original drummer Bill Berry left in 1997. (I am, sadly, inclined to agree.) Nevertheless, they left a great legacy, with […]
The diversion of thought between Marketers and Agencies in what Marketers want from an agency new business first meeting and what they actually get is a topic we look at ongoing here at RSW/US. Our owner, Mark, conducted a webinar “Counsel on Closing” and he tackled the subject. An Agency may feel they have an […]
If you’re a small to mid-sized agency, the reality is the partners are handling new business or you have one, maybe 2 internal sales people. You may have come across this stat on our blog before, but the average tenure of an agency new business person is 18 months. Not very long in the scheme […]
All the signs are right this time You don’t have to try so very hard If you live in this world You’re feelin’ the change of the guard -Steely Dan, Change of the Guard In a previous post, I talked about the importance of patience in Agency New Business. Randy Gunter of The Gunter Agency left […]
Does the title describe your current agency new business effort? If so, time to ask yourself why. Is it lack of consistency, value of outreach or patience? It’s usually one (or all) of the three. Agencies definitely lack patience when it comes to new business. And an overlooked part of the process is building the […]
We frequently talk about the importance of multiple channels when prospecting for agency new business, and today we’re talking agency new business email. And more specifically email subject lines. I am constantly on the lookout for subject lines that will cause just enough curiosity or present just enough value to open the email but avoid all […]
I was talking with several of our new business directors recently about email, its prospecting effectiveness and ways to consistently improve those ad agency new business efforts. One of our NBD’s mentioned the timeliness of our conversation, as a friend of hers had just remarked on the sheer amount of sales emails she gets and how […]
