Selling to the sellers at business exhibitions shows a lack of empathy and is counterproductive. We have lost count of the number of times clients have said “we’re going to XXXX, here is a list of the exhibitors, can you arrange for me to meet with them whilst we’re there so we can pitch to them?”[…]
I’m afraid that once again we’re going to say more on agency websites. You see, we’ve been going through our database and sorting the wheat from the chaff so to speak. Anyway, as part of that process we’ve visited more than 2,500 agency websites in the last week, specifically to find out two things. Location[…]
There are three agency new business hunting strategies that we will be looking at in this post. This is not to say that these are the only ones and we are also not necessarily saying that any one is better than an another or for that matter that an agency can only adopt one strategy.[…]
OK, the main goal of your first new business meeting is actually getting a second meeting, but that’s not what I’m thinking about as I write this post. Some agencies, regardless of how they’re driving their new business program, feel like the first new business meeting with a prospect should be solid gold and close fairly[…]
If you are deciding whether to in-house or outsource your agency’s new business function (specifically the outbound lead generation aspect of the role) then this post may be of interest. For the sake of simplicity we will refer to this role as new business manager although they go by many other titles such as business[…]
A new business director was telling us the other day about how new business worked in his agency and how he was being charged for agency new business and we found it rather strange. Their new business agency would arrange a meeting and get as much information as they possibly could, but, as we all[…]
Spark and Torch for agency new business has been gaining ground for many years now and is seen as the most powerful methodology used by the most progressive agencies in the world. It was devised by Sanders Consulting in the US. Here is how it works. Suspect The Company has been identified as one that[…]
We spend a lot of time looking at websites for agency new business reasons: advertising agencies, integrated agencies, media buyers and planners, experiential, digital and design agencies. Identity Crisis? There’s a lot of them out there, although their websites almost seem to have settled into the same – or similar – design: a landing page,[…]
With the advent of all these social channels available to agency new business people and the ease of sending an email, I suppose its no real surprise to hear that there are fewer new business cold calls being made these days, but the reply we got from one CMO recently was really quite revealing. A[…]
Storytelling for agency new business is a great tool. You shouldn’t be ‘pitching’ your agency and ‘selling’ yourself to your potential clients; you should be engaging them with compelling stories that inspire them to want to know more about you. But just how do you do this? Well, every story has a beginning, a middle[…]
