After a promising initial meeting it’s common for communication to wane and re-engaging with a potential client can be challenging, especially when there’s no new information to share. However, maintaining contact is crucial for nurturing these relationships. Here are strategies to stay connected with prospects, even when updates are scarce: 1. Conduct Thorough Research Before[…]
Many agency owners shy away from the term “sales,” viewing it as a necessary evil they’d rather avoid which leads to them recruiting a Business Development Director (BDD) to handle sales, allowing them to focus on agency operations. However, securing the ideal candidate can be challenging, time-consuming, and doesn’t always yield the desired outcomes. Contrary[…]
What is it and how can you use intent data for agency new business development? Well, simply put, ‘intent data’ is information about a company that indicates that there is likely to be a higher level of interest in your services at a given time than usual. There is ‘intent’ to purchase (or at least[…]
Insight-led new business development sounds mighty impressive; an agency selects a category or issue they are passionate about, invest time, energy and not a little cash on unearthing a new insight and take it to market to impress potential new clients. Sounds great doesn’t it? But be careful. WHO ARE YOU TARGETING? Most enterprise-level or[…]
Improving your agency website is crucial for attracting new business. Yet, many agencies still overlook this key aspect, resulting in poorly maintained or under-construction websites. While not every agency site is subpar, a surprising number are either lacking in content or fail to meet modern standards, often excused with claims of being “too busy with[…]
Following an initial meeting, staying in touch without appearing intrusive is essential to building trust and maintaining a prospect’s interest. This helps agencies maintain a professional connection without seeming overly persistent. Here’s a practical checklist that many agencies find useful to nurture relationships and stay on a client’s radar if no immediate opportunity is available.[…]
When selecting a marketing agency, decision-makers evaluate two key types of factors: Hygiene and Chemical. Each of these factors plays a distinct role during different stages of the selection process, influencing who makes it onto the shortlist and, ultimately, who secures the contract. Let’s explore how Hygiene and Chemical factors impact the journey of selecting[…]
Whenever someone says they don’t believe in outsourcing new business development, we say, “Good! You shouldn’t.” But there’s an important distinction to make, and we use an analogy from the oil industry to illustrate it. In the oil industry, there are two primary sectors: Upstream and Downstream. Upstream involves the exploration and extraction of oil,[…]
In today’s competitive landscape, the 95:5 rule for marketing agency new business is vital. This marketing rule is a critical framework for agencies that want to expand their client base and sustain growth. The principle shows that 95% of your target audience is not in the market for your services at any time. Meanwhile, only[…]
Not enough is said about the importance of reputation management in business development. The emphasis is too often on the short term dopamine hit of the new business meeting; sometimes at the expense of the long-term value of the client relationship. Think about it. How do you judge the KPIs of your new business development[…]
