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I’m too busy to prospect
I help agencies improve their business development and acquire new clients and better clients. Typically, agencies get to a point where their lead sources dry up, inquiries disappear, RFPs stop coming, and people sit idle.…
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Why is ad agency business development different
An agency is no different than any other business. It exists to make a profit. As such, business development or sales is no different than other company – in theory. In practice, it is much…
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Does LinkedIn Work for New Business
I was looking at an agency’s Google analytics to see their traffic sources, LinkedIn in particular. In the past 12 months, they got about 52 referrals from LinkedIn. Of those 52, 16 might be valuable…
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Finding the right prospects
An essential part of any business development program is finding the right prospects. There are many ways to identify potential companies and marketing decision-makers. Finding the right candidates, whether you are adding to your current…
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What to do when a prospect says NO
The dreaded words, No. All that time and effort to identify, pursue, and engage a prospect only to end up in a No. But…No. Can I…No. Maybe you…No, no, no. A brutal end to a…
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Should marketing automation be in your toolbox
You already know that marketing automation continues to grow in popularity as marketers spend more of their budget and allocate more of their staff to integrate it into everything they do. The reason is the…
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Where have all the prospects gone
The economy is up. Businesses are expanding. Marketing spending is on the rise. If you do not see an increasing number of leads, it may be time to pivot toward the sectors that are driving…
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Can you grow your agency with a blog
One of the hottest trends over the last ten years is blogging and its impact on marketing is profound. At a recent agency seminar, I had a surprising number of agency leaders ask me if…
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Ad Agency Prospecting Platform
Ad Agency Prospecting Platform The ad agency prospecting platform integrates nine essential functions that improve, automate, and accelerate so much of your prospect’s journey. Are you running business development and tired of hunting and picking…
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Can you talk someone into hiring your agency
The simple answer is Yes and No. After all, marketing execs are people, and people do the craziest things. Think Nigerian Prince with $10,000,000 dollars to deposit in your bank account. So, yes you can…
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Try these ideas for better new business
If you’ve got your new business plan set, kudos. You are in rare company. Too often the right intentions get pushed aside for client work, staff turnover, personal emergency, and many other good reasons. Fall…
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I don’t do business development
Last week I talked to a young, aggressive agency owner who wanted to grow fast and thought the best way was to create a conceptual campaign to take around to marketers in hopes of selling…
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How to get real value from your marketing automation
A marketing automation platform is nothing more than a tool in the business development toolbox. It is a powerful tool, an essential tool, a time-saving, insight-gathering, results-generating tool, and so much more, yet only a…
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What is an ad agency prospecting platform
Marketing automation platforms (MAP) are powerful tools for marketers of all kinds including ad agencies, but its promise is far from realized. 2017 data shows that 67% of marketers currently use some type of marketing…
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6 clients that are looking for your agency
The start of a new year means an all-out scramble for new business. Missed opportunities, lost pitches, even lost clients last year put the pressure on the new business team to make up for the…
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Thoughts about your pipeline
Ad agencies have to bring on new clients to survive. The average client-agency relationship is down to about 2.8 years on average. Increasingly agencies are being hired for projects that last months rather than years…
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3 steps to restart your ad agency business development
Response rates are down. It is impossible to connect on the phone. Interested prospects are nowhere to be found. New leads are drying up. Search consultant opportunities aren’t what they used to be. We are…
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ICYMI: Why Your Content Doesn’t Drive New Business
If you missed this free webinar from Catapult New Business you can still watch the recording. Do you know the difference between good and bad content for new business? More importantly, can your team create useful content for…
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2 ways to prospect for ad agency growth
Agencies need new clients to survive and better clients to thrive. That’s it. No need to read further unless you aren’t sure what the right approach is for your agency. There are two general approaches…
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To blog or not to blog, that is the question
I’ve heard from many agency owners about their experience blogging. It’s often not very good. For many, blogging is hard, time-consuming, frustrating, and even with the best intentions, gets derailed by other priorities. Add to…