Ad Agencies: The Two Things Prospects Want to Buy

stop selling for ad agency new business

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” […]

Preparing, Practicing and Improving Your Next Presentation for Ad Agency New Business

Presentations for Ad Agency New Business

Be prepared to capitalize on speaking engagements to win new business. 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 […]

Best Practices of Highly Social CEOs for Ad Agency New Business

Social Media and Ad Agency Owners

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 […]

Content Marketing Benefits Ad Agency New Business

Michael Gass Ad Agency New Business

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 […]

50 Tips for Ad Agency New Business

Tips for Ad Agency New Business

New business helps for Advertising, Digital, Media and PR Agencies. Since 2007, I’ve conducted over 350 new business workshops for agencies in North and South America and Europe. No matter what country, I find there are many common problems when it comes to business development that makes it harder than it needs to be. I’ve […]

Painless Positioning for Ad Agency New Business

Ad Agency Brand Leader

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 […]

Example: Creating a Niche for Ad Agency New Business

A Niche Blog for Ad Agency New Business

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 […]

Owners Need to Be Social for Ad Agency New Business

Be Social for Ad Agency New Business

Social media is a primary force that is redefining the role of the men and women who are agency owners. The importance of social media on business has dramatically escalated. We have moved through the “hype phase” of social media when businesses felt compelled to participate because it was a fad. We have entered a productive phase where […]

Build an Online Audience that Builds Ad Agency New Business

Build and audience for ad agency new business

Social media fueled by content marketing has become essential assets for creating  bigger new business opportunities. Advertising, digital, media and PR firms are struggling to understand and convert their social media and content marketing efforts into actual new business success. I have probably edited no less than 6,000+ agency articles over the past ten years. It’s always […]

Ad Agency New Business is Harder Because One Key Ingredient is Lacking

Ad Agency New Business Missing Ingredient

Creating and maintaining agency new business is often harder than it should be because one key ingredient is often lacking. Positioning is the foundation of any agency’s new business program. It is also the area that many agencies have not addressed because of either procrastination or, more likely, their unwillingness to make the difficult business decisions. […]