I couldn’t resist the oft-used Spinal Tap reference to refer to ad agency new business, and the inspiration came from this Copyblogger post: How to Find Thousands More Prospects for Your Business. While the post is directed more towards online product selling, it fits nicely into the agency new business world as well. A summary […]
I was recently in a monthly ad agency new business update call with a client and he was on his cell. I could only hear 1/2 his words because his cell was breaking up. At one point, he paused, and said “how about I call you back on my land line”. “Ok, I said.” During […]
A reach back into the RSW/US agency new business vaults: You can watch our webinar First Meeting and Closing Effectiveness – 78% of Agencies Don’t Know Enough, here. Neal Kielar from Agency Babylon summarized the main points from that webinar, and yuo can see those in his tweets below: bite-sized pieces of new business inspiration. -Weak strategy […]
RSW/US:View From the Marketer’s Eye Continuing our View From the Marketer’s Eye series, this week’s marketer’s quote, in answer to the question, “What common ad agency new business mistakes do agencies make during their first meeting?” They come unprepared and seemingly haven’t bothered to take the time for basic research about our business. We received countless […]
In our latest survey on First Meetings and Closing Effectiveness (download survey) there is a great divide that is unearthed between what Agencies say they are giving Marketers during first meetings and what Marketers say they are getting. At the end of the day, at the end of the meeting, you want your Marketing prospect […]
It happens to the best of us – you get stuck in an ad agency new business rut. You’re in a bit of a slump. Those client wins aren’t coming in as quickly or easily as they used to. So what do you do – besides go to Starbucks and drown your sorrows in a […]
Okay, maybe you have, but this agency new business technique was a first for me. I was talking to an agency principal last week about our services and asked how they’d been handling new business. In answer, he related what we hear often from agencies: his desire to stay consistent with a new business reach out […]
We’ve talked about the agency pitch before, but when I came across this Marketing Profs post by Doug Stern and Jaclyn Landon, I thought about the fact that we haven’t really focused a post on writing a proposal, and new business proposal basics. Doug and Jaclyn’s post is called Six Keys to Writing a Great […]
Consistency is the mother of all virtues when it comes to ad agency new business prospecting. Consistency of messaging, consistency of methodology, and consistency of outreach. This is not only important leading up to the meeting, but it is also critically important after the meeting – as you work your way to close. I […]
A big agency client is great (obviously). They can be the bread and butter of any agency organization. Unfortunately, I’ve seen way too many agencies get consumed by large clients to the point that they no longer have the time or the desire to look for new business. “Simply don’t have the time” some […]