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.

ad agency new business
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 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

 

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Lee McKnight Jr
VP of Sales at RSW/US
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.