RSW/US Counsel on Closing Webinar-Ad Agency New Business Cliffnotes
From our ad agency new business Counsel on Closing webinar (view here), an assemblage of the best tweets sent during the webinar.
-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 Unprepared-1=Request for 15 minutes turns into an hour #RSWUS
-Marketer Reasons for Saying Agencies are Unprepared-2=Presentation too canned #RSWUS
-63% of agencies surveyed give “no solid methodology for prospecting” as reason for failure of new business director #RSWUS
-Agency New Business: Don’t do it by committee=slow decisions, limited focus, over-thinking issues #RSWUS
-With marketers moving jobs every 18-36 months, even agency new business lists cleaned every 120 days might not be good enough #RSWUS
-Agency New Biz still partly a numbers game. Balance customization a healthy number of prospects #RSWUS
-Agency New Business: PRIOR to your first meeting: Email the prospect and spell out a prospective agenda #RSWUS
-Agency New Business 1st Meeting-Rule 1: Keep the laptop closed! #RSWUS
-Agency New Biz 1st Meeting-Rule 2: Don’t ask them to “tell you a little bit a/b their business”-you should already know a little bit #RSWUS
-Agency New Biz 1st Meeting Rule #6: Don’t leave without an action step#RSWUS
-Agency New Biz : Remember, few Agencies close business after the first call/meeting #RSWUS
Lee McKnight Jr
I'm the VP of Sales at RSW/US. We specialize in working with services firms to help drive and close new business-if you need help with that, email me at lee@rswus.com. What I actually do: drive sales efforts to bring ad agencies and services firms on board with RSW, create content around successful new business tactics and help drive RSW/US marketing objectives, including social media channels, blog content, webinars, video and speaking engagements. Dig it.
