This is Part 4 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 […]
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 […]
Was meeting with a prospect here at RSW/US the other week and as we talked about the potential of a relationship together, he said that he’s been in relationships before with his own clients where they hired him (the dog) and then proceeded to do their own barking….and talked about how he did not want […]
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 […]
The great Ray Davies, lead singer/songwriter of The Kinks said it well: Show a little bit of emotion, A little bit of real emotion I’ve discussed the questions at the end of our new business surveys in a previous post, but take a look at four of the answers to our question, If you had […]
Get ready for a very unscientific post, but an important one for your new business program nevertheless. I’ve had the pleasure of speaking at length, both on the phone and in person this week, with 2 of our agency clients. As Business Development Director at RSW/US, I talk to agency principals just about every working day, […]
We celebrated an agency new business success yesterday as a fairly new client got their first win through our efforts. Particularly satisfying is the fact it happened after roughly 3 ½ months of prospecting. It doesn’t always happen that quickly, but always nice when it does. Think about the emails, mail or social media messages […]
I was talking to an agency principal today about our services and asked about the challenges they’d faced in the past bringing in new business. She gave me an example of a very capable salesperson they hired who did a great job of opening doors. The problem was that was it-a door opened and then […]
Getting your agency employees on the new business bandwagon can greatly enhance your chances of success in obtaining new clients. But I don’t have to tell you, it’s easier said than done; especially for mid-size and smaller agencies, as time is at a premium and taking care of clients invariably (and understandably) comes first. […]
In our most recent survey on agency new business, Agency executives state that the top reason why they find it a lot harder to obtain new business this year, relative to years past is because it’s a lot harder to break through to prospects. Typically, this “reason why” ranks among the higher reasons why Agency […]
