This is Part 13 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 […]
This is Part 9 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 […]
This is Part 8 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 […]
We got some insightful responses from my previous post on agency new business email techniques to avoid (Agency New Business: A Mediocre Prospecting Email Dismantled) so I had to take advantage of the below example as well. I actually really like getting these emails, fun stuff. It surprises me that a company would use tactics […]
The three ingredients for ad agency new business success? Awareness, Consistency and Persistence. But prior to implementing these ingredients, you need to have your positioning tightly scripted. Not a literal script, mind you, but a concise overview that conveys who you are, what you do and why a potential client should work with you. So […]
A post in the Harvard Business Review (How the Rift Between Sales and Marketing Undermines Reps) has several effective tips relative to new business, and specifically, for the purpose of this post, agency collateral, often the bane of agency new business. What does the messaging look like, how long or short, is it worth doing at […]
I received an email from a salesperson this week that was similar to many I receive: giant blocks of text, staring at me, unyielding, from my screen. I was immediately exhausted and the delete button became my savior. Interesting that Marketing Profs had an article last week discussing this very issue, titled Two Sure Ways to Make […]
Ad agency new business, you’re such a fickle mistress. As an agency principal and/or new business director, you’re given a great deal of advice, but one channel you rarely see mentioned as of late is direct mail, and more specifically, the envelope. The envelope gets no love, does it? It’s funny, we’ve actually heard […]
