My post title is a stat from our RSW/US 2017 Agency-Marketer New Business Report. We asked agencies: “Why is it harder to obtain new business?” Per the graph above, the top answer was it’s simply harder to break through to prospects. I’ll get to that shortly. Looking at the other reasons given, 38% of agencies… Read more
Great to see another RSW/US client win! Our client, a Midwest full-service agency, landed a project with a fast-growing commercial and residential hardware company. Congrats! Addressed Concerns with Consistent Follow Up This win happened because the RSW New Business Director addressed prospect concerns early and consistently followed up to ensure those concerns were allayed.
RSW/US’s Lee McKnight with the next video in our “60 Second Series,” pulled from our 2017 New Business Outlook Report. This second video is all about investment: your prospects are investing in themselves, are you investing in your firm?
As a participant in the 2016 RSW/US Thought Leader Survey, Jay Baer, President of Convince & Convert, posed several questions to agencies about their blogging activity. Of over 260 respondents, nearly a third (32%) admitted they do not maintain an active blog. To non-bloggers (and any not admitting their blog is not kept active), Jay… Read more
Not just nagging here: doing the homework on your prospects is crucial. Marketer feedback from the 2016 RSW/US New Year Outlook Survey brings up a recurring theme: marketers feeling like their agencies do not understand sufficiently their business, their industry or the challenges they face. Certainly, marketers want their current agency partners to be vested,… Read more
Two recent posts have addressed the importance of managing the introductory meeting process with new prospective clients, from pre-meeting planning and strategy, to managing the meeting itself. Following the meeting, the work is likely to continue. In Our “Check the Boxes – Getting to Close” webinar (or slides) for agency new business, we related that… Read more
It’s not often you get this many Agency New Business Thought Leaders in the same room: Jay Baer Tom Martin Tim Williams Tony Mikes Paul Roetzer Michael Gass Peter Caputa In fact, not sure I’ve ever seen all of them together in the same “room”…until now! We at RSW/US are hosting our 1st Annual Agency… Read more
In a recent conversation with an agency principal, she was discussing the difficulty in finding better new business techniques to break through to prospects, which undoubtedly, is a large part of the new business challenge. Part of our service at RSW/US is doing just that, but if you’re handling agency new business in-house, A… Read more
This is Part 2 of a 17 chapter eBook, “Agency New Business: Put On That Damn Sales Hat,” which you can download at no cost here. The eBook covers everything from pre-prospecting preparation to working opportunities to close. The majority of the eBook focuses on elements that agencies either often overlook, are too busy to consider, or are… Read more
Thanks to all who attended this week’s webinar on the changes in social/digital media since 2009. Great turnout…with agencies from all over the country. Appreciate the kind feedback and follow-up questions that were sent to me after the presentation. This short, 30-minute webinar is now available on our site @Webinars. The webinar is broken down… Read more