A call to action is an important element for generating inbound leads. Inbound marketing earns the attention of prospects and makes your agency easy to be found primarily through content. By creating interesting and helpful content, written for a specific audience, you help draw prospects to your site. Website traffic is very important. It’s the initial step, but you […]
How Marketing Talent, Technology and Strategy Gaps Present Invaluable Opportunities for Agency Growth “The marketing services industry is in a state of flux. As CMOs navigate the marketing talent gap, they are increasingly seeking performance-driven agency partners that are immersed in marketing technology and staffed with digital-savvy professionals. SMBs need partners that can deliver fully integrated […]
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 […]
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 […]
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 […]
U.S. companies have a lot of potential in international markets for their products and services. A number of these markets are huge in terms of population, in countries such as China and India. American firms also want to advertise in other countries because the purchasing power of consumers and businesses in these markets is significant. […]
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 […]
Guest posts written by, Jeff Adelson-Yan, co-founder + managing partner of Levelwing, a South Carolina-based firm servicing both agencies and marketers with digital marketing, analytics and intelligence solutions. Businesses today report that the number one challenge they face is increased competition within the marketplace. This is especially true among advertising agencies in which the commoditization of […]
Agencies talk about the value of content marketing but few are doing it and even fewer do it well. Roper Public Affairs, 80% of business decision-makers said they prefer to get information via articles, not ads. 70% said content makes them feel closer to a company and 60% said content provided by companies helps them make […]
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 […]
Stop selling your services, that’s not what prospects are buying.
Agency business development programs are too often sales focused. They’re built around outbound, interruptive sales tactics designed to start engagements with prospective clients. The prospects have little, if any, awareness of the agency or how they’re different from their competitors.
Success in “selling the agency” is proving to be extremely difficult. And when business development isn’t successful, they think the sensible thing to do is to step-up outbound sales with even more cold-calling or other interruptive type tactics.… Continue reading
Why is content such a valuable strategy to help agencies drum up new business?
I thought I would share a recent interview conducted by content marketer, Andy Baldacci. Andy hosts Hubstaff’s Agency Advantage Podcast where he helps agency owners grow their business.
If you’re skeptical of the value of content marketing for your agency or are worried that it will take too long to get results, this is the episode for you.
Click Here for a full written transcript and to listen to: Fueling Agency New Business With Content
Here are some interview excerpts on the importance of content marketing:
“The average Fortune 500 company has 17 agency relationships.… Continue reading
Delivering a presentation that moves prospects to action STARTS with the presentation deck.
I’ve reviewed hundreds of agency presentations. Could somebody please tell me why great CREATIVE PEOPLE become so BORING when creating a presentation?
PowerPoint and Keynote slides have the ability to empower your presentation or kill it.
Most presentation decks are created using PowerPoint. There are approximately 30 million PowerPoint presentations made each day. Though PowerPoint is the most popular presentation software, it isn’t my favorite.… Continue reading
When it comes to negotiating contracts and service agreements, agencies are terribly naive, like lambs led to the slaughter.
My friend, Peter Levitan, ran business development and marketing at Saatchi & Saatchi Advertising Worldwide in New York and London, and bought and sold three of his own agencies (including Portland’s Citrus).
Peter has written the most complete ‘how-to-book’ on ad agency pitches I’ve ever read,“The Levitan Pitch. Buy This Book. Win More Pitches.” It’s the definitive how-to guide for every advertising, design, digital and PR agency that wants to increase its odds of winning new accounts.… Continue reading
Hosting your own events gives you control over the attendees, the agenda and the outcome.
Networking and trade show events for new business is often a total waste of time. Attendees are focused on their own personal agendas. A more efficient and effective way to spend your time is to host your own events.
Hosting events can benefit your agency in many ways:
1. Replenishes and Grows Relationships
Lasting business relationships don’t just happen. It takes a dedicated amount of time and energy to build them.… Continue reading
Take a look at the most popular articles of the year.
Every year we provide a list of articles receiving the most page views of the year that were published on Fuel Lines.
Which topics were the most popular with our readers in 2016?
Here’s the “Top Ten” list of the most-read articles. Some of them were written this past year. Some in previous years (oldies, but apparently goodies, according to our readers).
1. A Perfect Platform for Ad Agency New Business
How a personal blog can provide small to midsize agency owners with a perfect platform to create positioning of expertise and appeal to a very specific target audience.… Continue reading
The role of the agency new business executive is the riskiest position due a dramatic change in the way business is acquired and
Business development has been dramatically altered. There are many people who have done this job in the past who do not know how to do it well now.
The average tenure of an agency business development director is now as low as two years.… Continue reading
Only 26% of agency new business directors are viewed as successful.
According to the same agency-marketer report, the tenure of a new business director is 2 years or less
To help better understand why agency new business executives are struggling and what they can do about it, I wanted to share a recent Webinar,“Selling Less to Win More Agency New Business.” You’ll discover the proven new business strategy and tools that the top 5% of agencies use to win new clients. … Continue reading
Believe it or not, most small to midsize agencies have no consistent process for generating online leads.
Business development doesn’t have to be so difficult. With a little forethought and the creation of simple steps and processes, you can create a system that will make it much easier to kick-start your online leads.
Here are 7 ideas to help get you started:
1. Consistently Use Lead Generation Platforms
The battle for new business has moved online.… Continue reading
Those charged with new business often neglect to plan their work and work their plan.
Agencies are great at analyzing and planning for their clients. But, when it comes to planning for their own new business they balk. It is a strange, but often occurrence. When an agency starts focusing on themselves, it causes their marketing minds to shut down.
Agencies can temporarily get away with no planning. When needed, they crank up their activities and beat the bushes for new business opportunities.… Continue reading