Our recent survey revealed a stark difference related to the impact of email in new business prospecting. · 57% of marketers indicated that email is the top means of learning about new agencies. · Only 12% of agencies identified email marketing as being one of their top three most effective means of generating new business. […]
Relying on one type of outreach – or even two – may not serve your new business efforts in the best possible way. Marketers say they learn about agencies through a variety of media. Not surprisingly, email, phone calls and industry conferences are highly-cited channels. Results from our recent survey affirm you need to […]
The search for an effective new business director is one tough position to fill at marketing services firms. (No Sh*t Lee.) Yes, it’s hard because finding an individual who can sell agency services well is simply a difficult task. (It’s also hard to keep them: What’s the Most Dangerous Job at an Agency?) But what […]
“The whole CMO musical chairs thing is finally starting to fade.” A quote from an agency principal I spoke with recently. It came from a discussion point around finding the right person, the decision maker, when prospecting. In our conversation, he discussed the pain they’d experienced in prospecting the wrong contacts, and specifically CMO’s more […]
Agency new business is tough. This statement is a surprise to no one. But agency principals often forget this when dealing with everything else that goes on while running the show. Whether you have a team or a single new business director, take the time to inspire them. A piece appeared on Inc. titled Fire […]
A client recently told our Owner, Mark, that there are realistically 1-2 weeks when a prospect will be receptive to, or have a need for, your agency. While anecdotal, it’s still an astute observation, and in our experience, true. So knowing that, new business can’t stop and start. Agency New Business Can’t Stop And Start […]
“But concerning that day and hour no one knows, not even the angels of heaven, nor the Son, but the Father only.” Ok…so let me explain myself and then tell my story. I decided to “add a little extra” this Lent by reading a couple chapters of the New Testament every morning before I jumped […]
“10 Agency New Business Questions” is a series of posts from interviews of individuals who’ve found success heading new business at their respective agencies. In the post that follows, Roy Page, CEO of Third Degree Advertising, with offices in Raleigh/Durham, NC, Oklahoma City, OK and San Diego, CA, answers our 10 questions regarding his company’s […]
“Put On That Damn Sales Hat” is an agency new business primer for marketing services firms, full of tips to ensure firms wear their “sales hat” with purpose and confidence. You can download it here. Our eBook is based on a blog series of the same name by RSW/US Owner/President Mark Sneider. In it, Mark […]
For the majority of our agency new business programs at RSW/US, we use some form of mailer to kick off each monthly prospecting wave. Those mailers, as you might expect, vary wildly in their design, but across the board they’re all designed for marketers who have very little time (which is all of them)-so they […]
