An excellent article from Blair Enn’s Win Without Pitching site called Meeting Madness contains several thoughtful insights on agency new business meetings, incentives and quality of meetings generally. As Blair points out midway through his article, some agency new business meetings just shouldn’t happen at all. He goes on to say: The second lesson from my […]
It’s interesting how often we still see, in agency collateral or on agency sites, some variation of the phrase “we help you break through the clutter.” Please stop saying that. It’s like saying, “our point of differentiation is that we’re unique.” Ultimately, it actually ends up creating its own clutter when a prospect reads that. They’ll gloss […]
We celebrated an agency new business success yesterday as a fairly new client got their first win through our efforts. Particularly satisfying is the fact it happened after roughly 3 ½ months of prospecting. It doesn’t always happen that quickly, but always nice when it does. Think about the emails, mail or social media messages […]
I occasionally like to get back to blogging basics and this post does just that. Michael Gass, on his Fuel Lines blog, mentioned in his post 10 Tips for Writing for the Web for Ad Agency New Businesss a social media study by King Fish Media, HubSpot and Junta42, pointing out this stat: “Businesses (agencies) that […]
I was talking to an agency principal today about our services and asked about the challenges they’d faced in the past bringing in new business. She gave me an example of a very capable salesperson they hired who did a great job of opening doors. The problem was that was it-a door opened and then […]
The post title, Get Naked for Ad Agency New Business, OK, Not Really Naked, comes from a few recent conversations about outbound lead generation with agency principals and internal agency new business directors. Cutting right to the chase: as in any field, a large part of your success as an agency new business person is […]
“Every opportunity is a meeting.” It is not true (at least not in regards to a quality meeting) but some ad agency new business salespeople treat every “yes” as a winner. For many reasons, that’s a mistake. Why? 1)You’re overpromising-to yourself and/or to your employer-it will bite you 2)You’re not qualifying properly, if that’s your […]
A few quick stats related to agency new business from around the web, and internally here at RSW/US, you might find interesting. First, a big-picture stat that, quite frankly, is not really apropos of the post’s theme but interesting nonetheless: What percent of American internet users use Twitter? Answer: 8%. (Per Pew Research Center’s Internet & […]
Getting your agency employees on the new business bandwagon can greatly enhance your chances of success in obtaining new clients. But I don’t have to tell you, it’s easier said than done; especially for mid-size and smaller agencies, as time is at a premium and taking care of clients invariably (and understandably) comes first. […]
The answer of course is both, but let me explain. Last week I read a fascinating interview with Herbie Herbert, the manager of Journey from their inception until the late eighties or so. I didn’t read it so much because I like Journey (although I do, I’ll admit it) but because of the background machinations of […]
