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 […]
In this blog we’re consistently trying to show you ways to improve your new business program and it’s typically in the form of what we recommend you should do. In this case, it’s all about what you shouldn’t do. Several of us in the office went to a sales symposium to help inspire us and […]
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 […]
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 […]
Alright, that’s not entirely true, but it is one of the four takeaways Sean Carton came away with from our ad agency new business survey (Client’s Look Ahead at Agencies) in his ClickZ article, Clients: The Mysterious Creature. Sean does a nice job filtering out key findings from our survey in his article, Clients: The […]
As part of our quarterly surveys, we ask Marketers several agency-based questions on initial pitches, introductory meetings and meeting follow-up, and then post those comments unedited at the end of each survey. These comments sometimes get lost amidst the initial survey findings, but as an agency, you can find some insightful comments there. To give you […]
Of all the different facets of agency new business, it’s interesting that one particular is often ignored: the reasons why, after an initially good, or great conversation, you didn’t get that initial face-to-face meeting, and end up in new business purgatory. Ask yourself what the percentage of your new business activity falls into this category-how […]
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, […]
