Two Secrets For Writing Engaging Agency New Business Content

Two Secrets For Writing Engaging Agency New Business Content 

We recently had a client come to us as they plan an internal review of their agency communications, and they asked several salient questions across categories and disciplines relating to new business. 

One of those was a question I wanted to share, because agencies ask some version of it often: 

What blog post subjects seem to be getting the most traction?  

Essentially, the question usually revolves around some version of what will really resonate with prospects?  

My initial response was this: 

As far as topics, the seemingly cynical, but serious answer is, it doesn’t really matter what’s resonating overall, but 

what’s resonating with your specific prospect audience? 

 In other words, what’s resonating in the CPG world isn’t going to resonate in the pharma world (for the most part).  

So they should be focusing on thought leadership that resonates with the prospects they’re going after, regardless of what’s trending overall. 

 So while not really a secret, because many others have given it, here’s what I tell agencies: 

Write about what you know 

Two Secrets For Writing Engaging Agency New Business Content

One word I never like to use when talking about new business is easy. 

There’s really nothing about sales that is-but, this is one area that is actually easy (relatively at least). 

You’re helping your clients solve challenges every day-that’s where your writing subjects need to come from. 

Our Director of Marketing Communications, Miguel Trejo, also added to the conversation: 

Agencies should really continue speaking to what they know.  

Keep an eye on trends but only in so far as that helps to recontextualize their expertise.  

If there is a shift in the marketplace, they should relate how that has affected their clients, how they’ve adapted to the shift to continue serving their clients, and how they see that shift affecting prospects in the future. 

Timely content that comments on current events add a sense of urgency and the evergreen content provides a solid foundation that establishes the pillars of their thought leadership.  

A good approach for them to take with other “trending” topics as well. 

So another “secret” (OK, this is not a secret either, but it’s where agencies often fall down) is not actually about writing content, but what happens after.  Remember this: 

Prospects only read what’s in front of them. 

Writing solid thought leadership content is only half the battle, but I often see agencies stop there. 

They tend to think if they write it, prospects will come to them, but unless yohave a following, or you’re a known agency, that’s not the case. 

And thankfully, that’s another area where I’ll use the word “easy”. 

Writing is the hard part, but making sure you share it, in at least 5 different ways, is the easy part. 

But you have to do it-post on LinkedIn and Medium, tweet it out, include it in a biweekly newsletter, and don’t be afraid to share it again a few days later. 

And of course, this type of content is also an excellent reason to follow up with prospects. 

Remember these two “secrets” and you’ll find thought leadership content helping, over time, to drive more new business your way. 

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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.