And Persistent. Okay. I said it. AGAIN. We do talk about polite persistence a lot at RSW/US. Actually, we do more than TALK about it, we practice it. But if you’re a bit weary of us talking about being “politely persistent” in pursuit of new business prospects for clients, we could call […]
There are three words of wisdom I live by and have impressed upon our team since the start of the business 10 years ago (11/11/2005). Add value Continuously re-invent Stay true to your core Actually there’s a fourth, fifth, sixth, and seventh that are more important than any of these three: Be nice, respectful, thankful, […]
I’ve been on a jag lately in regards to clarity and conciseness in your new business messaging. (Well, not just lately, actually constantly.) Any time I write an email, a letter-whatever vehicle I may be using to prospect-I always ask myself, “How can I make this shorter, more concise and more relevant to the prospect?” […]
When corporate powerhouses like Coca Cola and JP Morgan Chase eliminate employee voicemail services, it may seem that the job of agency new business development just got harder. Hold the phone though! It’s an opportunity to leverage live conversations, as well as other prospecting resources.
I was on a call with a few agency principals and the subject of prospect/list volume came up. They were in the position of having an abundance of work with one (large) client, a very smart, talented mid-size agency, and wanted to be selective about what they went after. I mean, really selective, like potentially […]
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 […]
“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 […]
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, […]
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 […]
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 […]
