Because I know you can handle it, get ready for some tough love for your ad agency positioning. A little background first: we’ve released our 2019 Agency New Business Report and one thing we know: agencies like to hear what their peers are doing to find new business success. Understandable, because you’re all so busy, […]

We got some great news from a client who’s been with us just over a year, that they won a sizable piece of business (900k+) from a door we opened for them and helped nurture. It’s not the topic of my post-but a quick initial takeaway: New business takes patience. This may seem so obvious […]

There’s a time and a place for storytelling in agency new business, and it’s not in your initial outreach. You’ve probably read or heard a good deal about storytelling in sales in the past couple of years. Just google storytelling in sales or some version of that and you will see countless articles/blog posts. AS […]

I tend to save the attempts I get from salespeople in their quest to try and get in the door with a prospect. In this case, our Director of Marketing Communications, Miguel, sent over a sales email he received. The subject line was Titanic!, and the first sentence was Hi Miguel, Pretty good ice breaker, […]

One of the most frustrating challenges in agency new business? When prospects go dark. Always tough, and agencies tend to get worried or even desperate when it’s been a few days or weeks, understandably so. You can’t get anxious (easy for me to say I know) and when you do reach back out, find something […]

Agency New Business Frustration Reason #38: What do I mean by selling the invisible? The notion came, as many solid post topics do, from a conversation I had with an agency team on how the industry has changed, relative to new business. More specifically, one of the principals asked me how our world of new […]

I attended a presentation from new business leaders at their respective agencies on new business success, and there was an interesting dichotomy between the individuals on stage and in the audience. The five on stage all worked at agencies that were part of major holding companies.  The audience, conversely, as shown by a show of […]

I’m going down a rabbit hole with this one, but it’s a topic near and dear to my “sales email” heart. That is, leading a sales email with “Hi, I hope you’re well.” May seem like a minor thing, and maybe it is, but the topic, or practice, comes up more than you might think. […]

I had a conversation recently with one of our new business directors, and she reminded me of a critically important new business fact. Our conversation was around a story one of her clients told her, and it’s a story I’m betting most of you have also experienced. This agency had a great first meeting with […]

An agency principal asked me a really interesting question recently: Would you ever hire a telemarketing firm? Obviously, I had to set aside the fact that we’re a new business development firm and he meant of course, if I were in his place. I’d never been asked it before.  In our 13 years of business, […]