The standard agency credentials deck is not a good performer in the meaty middle of a sales cycle when you need to persuade, offer insights, and thoughtfully react to your prospective client’s cues. Here’s a better option.
Read MoreWinning a new business pitch hinges on your ability to communicate that your agency is more qualified to do the job successfully than your competitors. But there’s a fundamental disconnect between how we transmit our message and how our audience receives it.
Read MoreIf you had the chance to snag a conversation with your ideal prospect, who would that prospect be? And what would you tell them about your agency knowing that you’re guaranteed to have their attention for a moment but it’s up to you to keep them interested?
Read MoreAn elevator pitch is a fundamental agency new business tool. It’s meant to get your message across quickly and effectively to a prospective client and opens the door for a deeper sales conversation. But a lot of agencies make common mistakes that lead to a weak pitch. Here’s a way to test the strength of your agency’s elevator pitch.
Read MoreAgency new business doesn’t work well as a democracy. It’s better when it’s a benevolent dictatorship where all ideas are heard and considered but, ultimately, one person makes the judgment call.
Read MoreWe have a love/hate relationship with the RFP. As long as RFPs are a reality of agency new business, here are 4 ways to turn your RFP response into a strategic selling tool.
Read MoreWhen an agency fails to captivate an audience in a pitch meeting it might have less to do with presentation skills and more with content and preparation. Here’s a simple set of three quality control factors to apply to your next pitch deck before writing a big check to a presentation coach.
Read MoreIs it possible to close new business deals by simply following a step-by-step process?
Read MoreYour agency's list of clients and prospects is a valuable business asset. And like any asset, the more you invest in it, the more valuable it becomes. Here are four ways to get more new business value from your agency’s list of contacts.
Read MoreThere’s a difference between your agency’s story and your agency’s narrative. Many agencies overlook this – and it can have catastrophic consequences on agency business development. Here’s how to ensure your marketing message is having the right impact.
Read MoreWhen a marketer shops for agency services, it’s embarking on a journey. And at each step you have the opportunity, perhaps more than you realize, to exert some control over the journey and affect the outcome (ideally in your favor to win the business).
Each buyer’s journey is unique but here are five common situations in which I see agencies relinquishing control when they should be asserting it.
Read MoreIf I had to choose only one agency new business tool among all at my disposal, the case study would be it. Here are 5 steps to creating agency case studies that win new business.
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