This is Part 3 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 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 […]
This is Part 1 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, […]
We got some insightful responses from my previous post on agency new business email techniques to avoid (Agency New Business: A Mediocre Prospecting Email Dismantled) so I had to take advantage of the below example as well. I actually really like getting these emails, fun stuff. It surprises me that a company would use tactics […]
Continuing with thoughts on our latest RSW/US survey, Changes in Social Digital Media (2009-2012)(download here), and one stat I find particularly strange in regards to agency social media usage. From the survey: Agencies are increasing their use of social media as a tool for agency new business prospecting with 87% of Agencies stating they use […]
I received a prospecting email recently from a company vying to get my attention. They did that, but for all the wrong reasons. Below is the email, and I’m going to give you 6 reasons why, as you’re out there prospecting for agency new business, you shouldn’t send an email like this: Hope all is well. If […]
Reflecting on the 2012 Mirren New Business Conference and a presentation from Bob Wiesner at Saatchi on agency new business prospecting. Bob’s presentation was titled Building Your Pipeline: Casting and Converting the Meeting and early in the presentation he asked the question, “Why Are You Prospecting?” And he went on to talk about a subject we’ve touched on here many […]
When I started RSW/US, I believed that in order for us to succeed long-term in the world of agency new business, we needed to base our existence on the principles of Leo Burnett – and always recognize that we needed to continuously think about how to add value to our agency new business efforts beyond […]
The three ingredients for ad agency new business success? Awareness, Consistency and Persistence. But prior to implementing these ingredients, you need to have your positioning tightly scripted. Not a literal script, mind you, but a concise overview that conveys who you are, what you do and why a potential client should work with you. So […]
Bringing in advertising agency new business has never been more interesting. New technologies continually add layers of convenience and effectiveness while also adding layers of time many of you don’t have in learning and implementing those technologies. With these new technologies also comes an attitude from many agencies that traditional prospecting is dead, doesn’t work. Depending on their definition […]
