A recent RSW-led analysis of the average number of touches (phone, email, mail, social) it takes to get a meeting revealed some pronounced differences by industry. As we’ve known since we started our business in 2005, an agency new business program takes polite persistence, a value-added approach to outreach, and solid content to win the […]
In our 2018 Agency New Business Thought Leader Survey Report, Jason Parks, EVP/Managing Director at Barkley asked the following question: Are you satisfied with the success of your new business plan/program? As my post title points out, 64% said no. And Jason also asked, “Why do you feel the program has been a success or […]
(The following post is part 2 of the previous post, Does Snackable Content Engage Your Prospects?) Now that we’ve laid this groundwork… maybe NOW you’re ready…maybe NOW we can bring in those watermelons and I can share the secret of holding your audience’s attention. One more thing, though. How does this information apply to agency new […]
What is the new business hit and run? Well, I can’t take credit for the term, one of our clients threw that out in a conversation. The hit and run is one project and you’re done. Good that you got the project, but your team busted their butts on it with the hopes that it […]
The secret of holding your audience’s attention lies in the noblest of gourds, the watermelon. More specifically, what you do to that watermelon and more precisely how you do it. But more on that…later. This year our marketing communications team once again attended the Content Marketing World Conference & Expo in sunny Cleveland. As usual, […]
Welcome to a horrifying Halloween edition of “3 Takeaways”, our agency new business video series where we focus on one new business category and give you three takeaways to help improve your new business program. In this episode, Lee McKnight Jr, VP of Sales at RSW/US, puts on his Cthulhu sweater, summons his courage, and […]
I am not a sales guy. The ability to talk small eludes me. I’m quite happy to take no for an answer. And the idea of engaging with new people…gah…stranger danger! So while I haven’t had any genetic testing done yet, I’m pretty sure I don’t have the new business chromosome. My work at RSW/US […]
I was privileged to be a part of a series of new business roundtables recently, and the topic that came up more than any other was the struggle agencies have in breaking through to prospects. Not a new thing-in our 2017 Agency-Marketer New Business Report, 69% of agencies told us breaking through to prospects was […]
Building prospect lists can be daunting – but it doesn’t have to be. If you start with a solid strategy, the execution can be simple. The goal of a list building strategy is to review the qualifiers that make up the types of companies where your best opportunities lie. In this post, I’m going to […]
In this episode of 3 Takeaways, RSW VP of Sales, Lee McKnight Jr, talks an unfortunate reality in our industry: new business directors at agencies last, on average, 18 months. Incredibly frustrating for agency owners when they have to deal with that revolving door. So why is this? The reasons are numerous, but in this […]
