Dare

  In previous posts we’ve discussed the fact that, however you might initially garner a prospect’s attention, at some point you’re going to have to actually talk to them, selling them in some fashion. Along those lines, a question posed several weeks ago on the Marketing Profs LinkedIn group page was titled “Please don’t read from a script.” […]

Horrible truth

There are three agency new business tactics we most often see agencies either run screaming from or embrace with the fervor of the recording industry to a dwindling business model. Marketing Prof’s recent post, “Three Ways to Improve Your Lead-Generation Efforts” succinctly provides the reasoning behind what to avoid or pursue. Agencies Often Run Screaming […]

cliff notes pattern

From our ad agency new business Counsel on Closing webinar (view here), an assemblage of the best tweets sent during  the webinar. Thanks to all who tweeted! -Main reason marketers look for new agencies= 44% not happy w/ strategy or thinking #RSWUS -78% Marketers say Agencies don’t know enough about them #RSWUS -Marketer Reasons for Saying Agencies are […]

Ad Agency New Business: Patience Darling

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 […]

Agency Client

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 […]