Our owner Mark and I were in a new client kickoff meeting recently and at one point during the day, one of the principals said, in regards to prospecting and initial meetings, “Our story doesn’t change; we just need to find the right ears.” I loved it and told him immediately I was “borrowing it.” (Thanks Scott.) […]
Download The 2013 Mirren-RSW/US Definitive Guide to New Business Tools Here While social media is an extremely popular tool for agency new business (used by 87% of agencies), only 18% think it’s effective. And can you guess what the most over-rated of all the social media tools used for new business is? If you guessed Facebook, […]
I had the good fortune of speaking with 15 Omnicom agencies last week in San Francisco. Most in attendance were the heads of their respective agency’s new business efforts. I was asked by Mike Goefft of Doremus to offer some perspective on agency new business that could be of benefit to their initiatives. Agencies in attendance […]
I had a friend and new business director at an agency ask me to take a look at a recent email he sent to a prospect. Appreciated the ask and a good email all around, a few things here and there I thought might improve it, and it inspired this post. While his email was […]
When I was approached to write a post for the “ANB” Blog, I knew I would focus on the topic of agency new business list building and cleaning. That is, after all, what I do. I started thinking about what angle I would take and it suddenly occurred to me: beer. Don’t worry, my logic […]
Working to help agencies win new business on a daily basis, one of the toughest things, especially initially, to nail down is overall messaging and part of that being the elevator pitch. More specifically, concise messaging-that says what the agency does, how they’re different from their competition and how they might help a prospect. Inevitably, […]
Agency New Business: Put On That Damn Sales Hat (Chapter 17: The Aftermath and Recovery!)
Ad Agency New Business, Ad Agency New Business Challenges, Ad Agency New Business Tips, Ad Agency New Business Trends, Industry Trends Impacting Agency New Business Development, New Business Development Challenges, New Business Development Prospecting, UncategorizedThis is Part 17 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 […]
Agency New Business: Put On That Damn Sales Hat (Chapter 16: Impress, But Don’t Overwhelm!)
Ad Agency New Business, Ad Agency New Business Challenges, Ad Agency New Business Tips, Ad Agency New Business Trends, Industry Trends Impacting Agency New Business Development, New Business Development Challenges, New Business Development Prospecting, UncategorizedThis is Part 16 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 […]
This is Part 15 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 […]
Agency New Business: Put On That Damn Sales Hat (Chapter 14-Your Pitch Team Missing Their Passion?)
Ad Agency New Business, Ad Agency New Business Challenges, Ad Agency New Business Tips, Ad Agency New Business Trends, Industry Trends Impacting Agency New Business Development, New Business Development Challenges, New Business Development Directors, New Business Development Prospecting, UncategorizedThis is Part 14 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 […]