Profiling Prospects is Critical to New Business

ad agency target audience

Profiling ensures you’re deploying your time, energy and resources on high probability targets. The advertising industry has dramatically changed over the past five years. This change has had a tremendous impact on lead generation and prospecting. The power has shifted to decision-makers due to the vast amount of information found online. Instead of chasing new […]

Ad Agencies: Audience Development Comes Before Business Development

build an audience for ad agency new business

Building an engaged online community should now be a core responsibility of business development. Inspiration for this article came from Duct Tape Marketing’s founder, John Jantsch,  from his recent podcast interview with Jeffrey K. Rohrs, Vice President of Marketing Insights for ExactTarget,  Jeffrey is also the author of AUDIENCE: Marketing in the Age of Subscribers, Fans and Followers. […]

Why are ad agencies so bad at new business?

ad agencies are bad at new business

Business development doesn’t have to be so hard for small to midsize agencies.  I’ve spent almost my entire advertising  career in business development. I can tell you from my experience that agencies are historically bad when it comes to marketing themselves. It’s as if they lose their marketing minds. They tend to forget the very […]

Email Marketing Compliance for Ad Agency New Business

email newsletters can spam act

Can I buy email addresses and email those people that haven’t opted-in? – The List of do’s and don’ts on CAN-SPAM Guest article by: Dave Currie, CMO, The List and CEO, Catapult New Business This is probably the most commonly pondered and asked question by new business teams contemplating the implementation of a proactive new business […]

Study: 12 Tools That Most Ad Agencies Use for New Business

guide to ad agency new business tools

The 2013 Mirren-RSW/US Definitive Guide A helpful resource for any agency owner or employees involved in agency new business. RSW/US and Mirren Business Development co-sponsored a study of tools for new business. They surveyed over 300 agency principals and senior executives to better understand what tools agencies are using and which are the most effective. “New […]

Creating A Website That Works for Ad Agency New Business

How to simplifying the web design process and provide creative focus specifically for new business.  Your agency’s website is an important tool for new business. It is the primary platform for your agency’s credentials, capabilities and case studies. It is the primary platform to showcase your creative work. But, from my experience, most agencies are […]

Study: What Users Want from Mobile Sites

10 best practices mobile websites

A recent survey leads to 10 Best Practices for Ad Agency New Business. A mobile-friendly site can help your agency connect with customers and increase new business opportunities but a bad mobile experience can drive your prospects to your competition. Mobile users actively seek out and prefer to engage with mobile-friendly sites. It is now a critical […]

10 Tips to Supercharge Your Energy for Ad Agency New Business

energize ad agency new business

Agency new business does not come from burning ourselves out, grinding ourselves down or using ourselves up. Last year I felt lethargic. I went to my doctor for a checkup. Beyond being overweight and overworked there was nothing physically wrong with me. What I needed was a change of direction. I did a thorough self […]

Be Sure to Backup and Protect Your Agency’s Content Marketing Investment

VaultPress advertising agencies backup

Don’t wait for a catastrophic loss of data to start properly backing-up and protecting your content marketing investment. I’ve been writing for my agency new business blog for 5 years now. It is my passion and livelihood. But it took an event of lost data to make me as passionate about securing my investment. I […]

Pixar: 10 Tips for Creating Appealing Stories for Ad Agency New Business

story shots for ad agency new business

A powerful story is your secret to connecting with prospective clients. Developing the ability to craft compelling stories is an important skill set for agency new business. Stories engage attention and inspire action. I have witnessed my fair share of agency presentations. Most provide thorough content based upon good research, but what is often lacking is […]

Facebook IS the Media for Ad Agency New Business

facebook for ad agency new business

Facebook has become an important element in our daily lives it is also important for new business.

If you aren’t sharing your content on Facebook, you’re missing out on a big opportunity. Why?

“Facebook has over a billion users, and according to a Pew study72% of American adults use it.”

Of the approximate 1.6 billion users, 30% get news from their Facebook site. That is an audience of approximately 73 million adults here in the U.S.  … Continue reading

How Storytelling Can Drive Your Agency New Business

Park Howell Ad Agency New Business Training

“We need to stop SELLING and start TELLING.”

Your agency is probably already pretty good at storytelling. But how about story-teaching?

Park Howell founded Park&Co, an award-winning brand and creative consultancy, in 1995 in Phoenix, Az. The agency ignites the growth of purpose-driven people, products, companies and causes through the power of storytelling. Park was named Advertising Person of the Year in 2010 by the American Advertising Federation of Metro Phoenix. The following year, his agency was recognized among the Top 10 Impact Companies in Arizona by the Phoenix Chamber of Commerce.… Continue reading

How to Read a Book a Week for Ad Agency New Business

Reading for Ad Agency New Business

How to read 10 times more books in a fraction of the time. 

If you’re serious about content marketing, know that reading fuels your writing.

Content marketing is proving to be beneficial for gaining a positioning of expertise and thought leadership. It can improve current client perceptions and aid in client retention. It has also become the magnet for generating online leads and creating new business opportunities without having to pitch for them.

To consistently provide content that is of value to your target audience, you must have a good reading program.… Continue reading

Ad Agencies: How to Lose the Fear of Positioning

Thought Leader Survey for Ad Agency New Business

Creating and maintaining agency new business is often harder than it should be because one key ingredient is often missing.

I was recently included in RSW/US Thought Leader panel. Along with providing questions for their Thought Leader survey, each panelist provided Agency New Business advice and participated in an interview with RSW/US Owner and President, Mark Sneider. RSW/US is a full service, outsourced business development group for agencies.

Although each panelist presented different questions for the survey, a common thread across many of them centered on the need for an agency to have strongly differentiated positioning.… Continue reading

You need to do this one thing to build your ad agency’s brand …

writing for ad agency new business

 

If I were the owner of an advertising, digital or media agency, to build my agency’s brand, I would WRITE! 

This isn’t a new discovery for me. Since the beginning, I’ve written my way into a thriving new business consultancy. My blog provides a consistent flow of inbound leads. I’ve never had to make a cold call for any new business. The reason – I’ve always written helpful content to a clear-cut audience.

“Fortune 500 companies have an average of 17 agency relationships.” Association of National Advertisers (ANA)

Prospects are looking for expertise.Continue reading

Use Your Personal Facebook Profile for Ad Agency New Business

Facebook for Ad Agency New Business

The new normal for new business integrates your personal life and your work life.  

If you really want to generate new business through social media – get personal. Learn to use social media to humanize your agency. It’s the secret sauce that most agencies have neglected. 

Because of technology and social media, the line between your personal and professional life has blurred. 

Social media is all about people connecting with other people. When I’m helping agency owners to integrate their personal social media accounts into their new business program, I often get push back, especially if they’re boomers.Continue reading

Persuasive Writing for Ad Agency New Business

Too often good agencies succumb to bad writing. When it’s in high-stakes documents like proposals and client briefs, you put revenue at risk.

Emails, proposals, website copy, case studies – they’re all responsible for making a crucial first impression. Yet too easily agencies fall back on jargon, generalizations and wordiness when trying to get their message across. But when that game-changing RFP comes through the door, it’s your ability to write persuasively that distinguishes you from the competition and increases your chances of winning the business.… Continue reading

50 Ad Agency New Business Quotes

fifty quotes for ad agency new business

Agency new business is a very tough job.

There’s often a lot of rejection associated with the position of business development. It’s difficult to stay optimistic.

One thing that helps to inspire me are quotes that I pick up from my reading and from conferences and seminars. They condense wisdom into bite-sized memorable sentences that provide needed inspiration and motivation. Benjamin Disraeli, a British politician and writer, said it well,

“The wisdom of the wise, and the experience of ages, may be preserved by quotation.”

I hope my list of quotes provides a spark of inspiration for you: 

  1. “What helps people, helps business.” Leo Burnett ‪Tweet This
  2. “Brands are built around stories.” Bill Dauphinais Tweet This
  3. “Because somebody grows up being a social media native, it doesn’t make them an expert in using social media at work.” ‪Dr.
Continue reading

Ad Agencies: How to Seduce Prospects Without Giving Your Work Away for Free

Jami Oetting ad agency new business

How to create a predictable pipeline of leads through inbound marketing.

You want to attract new clients from outside of your current sphere of influence, spend less time on unqualified prospects, avoid client reviews, and build a predictable pipeline of targeted accounts. And you can accomplish everything on this wish list with blogging. But there’s one problem: Writing quality content and connecting this with lead generation isn’t easy. It’s time-consuming. It takes takes time to show returns.Continue reading

Marketing Your Ad Agency Should Be A Priority for New Business

Douglas Burdett ad agency new business

Prospective clients shouldn’t hire a marketing agency that can’t market themselves.

I wanted to share some excerpts of an interview conducted by Jami Oetting, content strategist for Agency Post, an online publication for agency professionals. The subject of the interview is Douglas Burdett, former artillery officer, Madison Avenue ad man, stand-up comedian and the principal of Artillery, a small agency in Norfolk, Virginia. Douglas provides a good example of how agency promotion has evolved. The primary battle for new business has moved online. Continue reading