An 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 MoreAgency owners tell me lack of time is a big reason why proactive business development doesn’t get done at their agency. But when an RFP or a competitive new business pitch comes their way, somehow they find the time to write a response or prepare for the pitch meeting. Why? It’s the difference between our psychological drive to act versus our drive to delay.
Read MoreWhy is the cover letter so important? It may be the only section of your proposal or RFP response that your client actually reads . Sure, that’s a cynical attitude, but winning competitive agency reviews is hard enough. Here’s one agency business development best practice to embrace.
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 MoreDo agencies ask enough questions in a new business pitch? How sharpening your questioning skills helps you close more new business for your agency.
Read MoreIn a new business pitch, there’s the perception that the marketer holds all power. After all, they’re the ones writing the check. But agencies have more power over the pitch than they may realize. Stepping into that power depends on demonstrating to a prospective client how you will maximize their gains and minimize their losses.
Read MoreEven in uncertain times, marketers still have problems that marketing agencies like yours can solve. That’s good news for you, but you might need to change how you pitch new business.
Read MoreAgency leaders are sometimes better at planning for all the great stuff they could do to generate new business and not so good at doing it. What holds them back? There are myriad priorities that get in the way of agency business development goals. But there are also some powerful mental blocks. Here are three that might be standing between you and your goals for growing your agency next year.
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.
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