Let’s just go ahead and eliminate the lower left hand corner. Few would argue that sending impersonal messages at a low volume is an effective approach. But what about the other three quadrants?
IMPERSONAL AND HIGH VOLUME
For a lot of the agencies I talk to, there’s a belief that if only they could reach more prospects, their pipeline problems would be solved. Sales is a numbers game after all but sustaining a high volume of outreach is unrealistic for most small agencies.
One option is to outsource prospecting to a third party lead generation firm. As you know from the dozens of emails you get in your inbox every day, there are plenty of them out there, most of them are not good (“...if I could add 10-20 high ticket client calls every month, to your sales pipeline, would this be of interest?...”). However there are a small handful that are very good and in some cases I advise my clients to talk to them.
However, these lead gen firms are going to be the most successful for agencies that:
Have a large addressable market of people and companies that would be impossible to cover on its own
Solve a specific problem that causes acute discomfort on the part of your ideal prospects and can show results your clients enjoy
Agencies that take a generalist approach will struggle more to see a return for their investment of hiring a lead gen firm, no matter how creative their work or how many awards they've won.
Plus, playing in this upper left hand quadrant, you sacrifice a certain amount of personal connection if only because the person who is sending out those messages isn't you. For agencies that meet the two conditions above, that might be OK; volume may be more important.
But what if you want a more personal approach without sacrificing volume? You have choices, if they’re within your reach.
PERSONAL AND HIGH VOLUME
The best way to achieve a balance between a personal approach at volume is by hiring a business development lead or even a sales team.
As full-time employees, they become immersed in an agency’s culture and can be excellent ambassadors for your agency, attracting right-fit prospects. If they’re good at their job, they interact with the rest of the agency team to understand the value of the work being done for clients, and to translate that into a strong story that demonstrates value to prospects.
And you can establish new business standards and protocols (or task them to do it) so that everyone is expressing the same general message and using the same tools and protocols.
Outreach must be made a priority, though, if you’re going for volume. I’ve seen a lot of business development people get sucked into responding to RFPs and building pitch decks while proactive outreach gets neglected.
And of course, you also must have the financial means to hire qualified and talented people and be in a position to manage them effectively. For very small agencies, around 25 people or less, hiring a full-time biz dev person, much less a team, is out of their reach.
PERSONAL AND LOW VOLUME
This brings us to the lower right quadrant–a personalized approach to prospecting new clients but at low volume. My hunch is that this is where most of you fall. Fortunately, you still have choices.