Fueling Ad Agency New Business
Why it’s so hard to remain focused on new business and how to deal with distractions. The atmosphere is often chaotic at most agencies. There are numerous interruptions and urgent requests throughout each day. It’s an environment that’s in a perpetual state of distraction. Working in this kind of climate is stressful. You’re constantly shifting […]
You should stop selling your services, that’s not what prospects are buying. Agency business development programs are often sales focused. They’re built around outbound, interruptive sales tactics that are 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” […]
Thought leadership influences prospects to help agencies win, retain and even grow client business. A recent study, by Edelman and LinkedIn, of 1,201 U.S. business decision makers, reveals that thought leadership is more powerful than marketers think. It not only helps attract new business, but strengthens relationships with existing clients. Definition: A thought leader is an […]
Agency owners should be part of a “New Group of Executives” that are using social media to attract clients, generate exposure for their companies and acquire new business. The importance of social media on business has dramatically escalated. It is a primary force that is redefining the role of the men and women who oversee […]
Agencies talk about the value of content marketing but few are doing it and even fewer do it well. I spoke recently, for the first time, at Content Marketing World Conference & Expo. There were over 4000 marketers from 50 different countries that participated. But, where were the ad agencies? They were noticeably absent from […]
Content Marketing World conference and expo will be filled with sessions and information that specifically address key topics that agencies should know more about. Even though this conference is huge, there are definitely a number of sessions that are specific to agencies to help them understand the content marketing for their own new business plus […]
What we learn from examining 1 million blog posts. It seems that everyone has now jumped on the content marketing bandwagon. But just because everyone is doing it, doesn’t mean that they are having success. Only 9% of B2B marketers consider their content marketing efforts to be “very effective. Content Marketing Institute For many agencies and […]
Your website’s key role is to generate business for the firm Research shows websites influence 97% of clients’ purchasing decisions. I’ve often said that agencies are in a perpetual state of re-branding and re-designing their websites. Neither should be so difficult. A website is an important online platform to showcase your agency’s credentials, capabilities and case […]
Positioning is the foundation for new business but most agencies are fearful of it. All they can think about are missed opportunities. Without a differentiated position, agency new business is much harder than it needs to be. But, it doesn’t have to be so hard. There is an easier way to solve the pain in positioning […]
Prospects seek out marketing providers for their expertise. Stop selling your services, that’s not what prospects are buying. There are two things that prospects want to buy: Prospects buy a SOLUTION to a problem. Prospects buy your service only because they believe it will solve their problems and give them positive results. If they don’t […]
Michael Gass, Business Development Consultant | Speaker | Author of Fuel Lines
Fuel Lines provides new business resources for Advertising, Digital, Media and PR Agencies.
It has been rated among the top 100 marketing blogs in the world, according to Ad Age’s Power 150.
Since 2007, Michael has helped pioneer the use of social media, inbound and content marketing strategies specifically for agency new business.
Read more about Michael
An essential component to your agency's new business program is a prospective client data base.
In my opinion one of the most accurate online database of marketing and advertising decision makers is Winmo. I highly recommend them.
I'm Michael Gass, I'm an author, speaker and a new business consultant to advertising, digital, media and PR agencies.
Since 2007, I have helped pioneer the use of social media, inbound and content marketing strategies specifically for agency new business.
Fuel Lines is my social media 'home-base. It has been ranked among the top 100 marketing blogs in the world, according to Advertising Age’s, The Power 150.
Learn more about me