LinkedIn has become an ideal platform to strengthen your professional identity by sharing your insights and expertise. When I first started using LinkedIn, it was primarily a place to post your resume and get a job or research prospective clients. It has now become much more. “LinkedIn is opening up our publishing platform to our members, […]
A SMALL agency won BIG business through a strategic content marketing strategy. Despite their tradition with print-based content marketing, advertising agencies are struggling to understand and convert their content-marketing efforts into actual new business success. Why? Most are doing it wrong. Though many agencies now maintain blogs, the content usually highlights things like awards, hires and client […]
Content marketing is the fuel for an inbound marketing strategy for new business, if done the right way. It is now one of the most effective tactics to attract prospective clients, build their trust and gain a positioning of expertise. According to a research report by DemandGen, from a B2B buyer survey, 82% of surveyed senior […]
Timing is critical when it comes to engaging with your social media audience. To increase the Click-Through-Rate of your article links and boot your website traffic, you need to be posting and tweeting at the best times. Figuring out the best times to post, you’ll need to consider such as the time zones where your best prospects […]
There is a higher degree of trust from prospects when they are reading content from credible, third-party experts. The ability to easily access information from a variety of online sources has fundamentally changed the way prospects research advertising, digital, media and PR agencies and, ultimately, is how they choose their marketing partner(s). Instead of chasing business, it’s now more important […]
A framework for writing meaningful, properly constructed and search engine optimized posts will allow you to write faster and more effectively. I’ve known of Michael and his work in helping creative firms improve lead generation through social media for a few years now (I finally met him earlier this year) but recently I started to get […]
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, […]
How to humanize your agency, build a positioning of expertise and make a personal connection with your best prospects. This is a guest article written by Jeff Fromm. Jeff is an Executive Vice President at Barkley, which is among the largest independent advertising agencies in the U.S. and the largest employee-owned agency. He is the founder […]
Using WordPress plugins enhances your reader’s experience, allows for easy customization and maintenance of your blog. I began writing Fuel Lines back in 2007 on the blogging platform Blogger. It wasn’t long before I graduated from Blogger to WordPress. Wordpress is by far the most popular blogging platform on more than 60 million websites. It has […]
If you can’t create online traffic, you won’t generate leads for new business. Your ad agency’s blog should be a central component of your social media strategy for new business. It personalizes your agency and can become an appealing magnet to quickly build a sizable targeted pipeline of prospects. But, you can’t just “build it […]
Guest article written by Russ Cornelius, Managing partner of The Brand Establishment, an association of agencies whose owners are Certified Brand Strategists.
I find it interesting that many agencies still consider brand development as developing a “wow” logo and ensuring that all marketing pieces have consistent messaging and look as if they are from the same organization. From my perspective, a brand strategy must be developed and it must closely align with an organization’s business strategy.… Continue reading
You should be prepared to capitalize on speaking engagements to build a wider network of prospects and to win new clients.
Having an opportunity to speak in front of a highly targeted, interested group of prospects is a very effective form of lead generation. Even if you are speaking for free, the opportunity often times outweighs a fee when it comes to the potential for new business and establishing you and your agency as thought leaders.… Continue reading
The Primary Battle for New Business Has Moved Online.
This is a one-day regional workshop, co-sponsored by Fuel Lines Business Development, The List and The Brand Establishment, will be held on Friday, May 1, 2015, in San Diego, California.
This workshop is designed to help agencies “jump-start” an inbound new business program within 30 days. A step-by-step process that’s been developed having worked with over 200+ advertising, digital, media and PR agencies.
New business has been a problem historically for agencies.… Continue reading
Growing your personal brand can greatly boost your agency’s new business opportunities.
It makes sense for the principal to be the face of the agency. Not only are they the least likely to leave, but usually small to midsize agencies are built upon the vision, values and the type of culture that best suites their owners. And, agency owners are critical to new business.… Continue reading
A new model for ad agency new business.
New business has been a problem historically for agencies. It’s made worse with the paradigm shift in business development. The primary battle for new business has moved online.
… Continue reading
You never change things by fighting the existing reality. To change something, build a new model that makes the existing model obsolete. Presidential of Freedom Medal Winner, Richard Buckminster Fuller, author, architect and designer.
Consistently creating content is the fuel for an inbound new business program.
With the rise of content marketing, writing has become an important component to new business as the battle for business has moved online. Content has become the magnet that draws in prospective clients and provides a positioning of expertise.
I’ve been writing about business development for eight years. On occasion I suffer from writer’s block. It becomes extremely difficult to produce new articles. I feel hopelessly stuck.… Continue reading
How to Use Social Media to Attract New Business
Gaining new business has always been a challenge for agencies – and now, with the paradigm shift in business development, it’s become tougher than ever.
In a previous new-business CMO study, 80% of decision makers said that they had found their vendors, not the other way around.
Interruptive type tactics, such as cold calling and email blasts, have become ineffective; it’s now more important to be found, rather than to chase new business.… Continue reading
If you’re suffering from the Shoemaker’s Daughter Syndrome, you may want to consider closing the gap between what you recommend for clients and what you use for your own purposes.
Guest article by Gerry Black, Direct Response Copywriter/Marketing Consultant.
Over the years, I have come across many clients and agency owners who exhibit this classic disconnect phenomenon.
Most people have heard the reference to the Shoemaker’s Daughter Going Barefoot, sometimes referred to as the Cobblers’ Children Going Barefoot.… Continue reading
A New Approach for New Business
New business has been a problem historically for agencies. It’s made worse with the paradigm shift in business development. The battle for new business has now primarily moved online.
My epiphany regarding this shift in new business practices came from a CMO study conducted in 2007, 80% of decision makers said they found their vendors not the other way around.
Interruptive type tactics such as cold calling and email blasts are ineffective.… Continue reading
A step-by-step guide to create a painless prospecting system.
Many agencies have historically struggled with prospecting for clients. Their struggles have been intensified due to the rise of social media, content and inbound marketing. Today’s prospects are more in control of the agency selection process than ever before. Instead of chasing new business, it’s now more important to be found.
Tom Martin has written a helpful guide-book on social selling, it’s called The Invisible Sale: How to build a digitally powered marketing and sales system to better prospect, qualify and close leads. … Continue reading