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[…]
Business development cold calling works. We love to do what our clients hate doing and do it better than they ever imagined possible. We sometimes need to remind ourselves of how important what we do for our clients (cold calling) is to them. Many people don’t like what we do and many others, whilst liking[…]
If you are looking to make a sale or to hire a new recruit, you cannot beat meeting someone in person as face-to-face meetings can’t be beaten. That’s according to the Measuring Face Value report, from the Centre for Economics and Business Research, which says that when a London-based company does business face-to-face, it stands[…]
Do Ockham’s Razor and agency new business best practice work hand-in-hand? We think they can. If you aren’t familiar with Ockham’s Razor, here is a Wikipedia article. Ockham’s razor (also written as Occams razor, and lex parsimoniae in Latin, which means law of parsimony) is a problem-solving principle attributed to William of Ockham (c. 1287–1347), who[…]
Long-tail keywords come with their own pros and cons, so it’s important that you are aware of them before you consider using them! Using such keywords in a context of generating new business has proven to be effective, especially if the content of the keyword itself nails the prospects’ identified problem as a “long-term keyword” can[…]
Learn how to define the ideal prospect (and grow your business!) By definition, a prospect is “a qualified and interested individual who, through two-way interaction, has demonstrated they are preparing to make a purchase decision”, but the majority of time, it would start as a lead – “an individual who has provided contact information and,[…]
Some are quick off the mark to say that Outbound Marketing tactics are “getting out of date” and are rather “old school”, but we believe in the tactical marriage of inbound and outbound whereby outbound marketing is complemented with inbound marketing to enhance the overall strategy. The current situation is that over the past 2[…]
When was the last time you updated your proposition? A considerable amount of companies create their propositions in the very early days of the business lifecycle, and then, if they seem to be working, they leave them and don’t update them despite the changes in the macro and micro economic environment. Don’t hesitate, especially if[…]
In contrast to the typical consumer journey of a low-involvement product, the B2B sales process is much slower, more similar to that of a high-involvement product, with huge emphasis on relationship nurturing. Even though it may seem like extensive amounts of work and investment of resources from you and your team, it all becomes relatively[…]
