Archives for March 2014

How to personally get to know your agency’s best prospects

content marketing know you audience

Content marketing provides a system to better understand and engage your prospects. 

I can intimately attest how difficult a consistent writing program can be. But, the reason that I’m such an advocate are the many benefits content marketing provides. It makes new business more focused and much easier than the interruptive type tactics of the past, such as cold calling.

One of the primary benefits of content marketing is that it can provide an organized system to personally get to know your prospects. Continue reading

Try Speaking for Ad Agency New Business

public speaking for ad agency new business

Speaking at events attended by your best prospects will provide you with instant credibility and create immediate new business opportunities.

Public speaking is an excellent tactic for business development, particularly for small to midsize agency owners. Having the opportunity to speak in front of a highly targeted, interested group of prospects is the most effective form of lead generation.

Public speaking is an essential component to my business development program

I have been the keynote speaker for more than 100 events in the U.S., Canada and in the UK, speaking on topics related to leadership, business development, and social media.… Continue reading

A New Approach is NOW Needed for Ad Agency New Business

inbound marketing for ad agency new business

Business development has undergone a major change.

New business has historically been a problem for agencies.

  • Most small to midsize agencies have no positioning and no point of differentiation. They look and sound the same.
  • They are often treated as vendors because they lack a positioning of expertise.
  • Most don’t have a target audience thus, no focus for business development efforts.
  • They are their own worst clients, the cobbler’s children with no shoes.
  • No appeal beyond their local market.
Continue reading