We just had this writ large on the wall of our new office to remind ourselves of how important what we do for our clients (cold calling) is to them. Many people don’t like what we do and many others, whilst liking the outcome, think the mechanics involved are simply outdated. […]
If you are looking to make a sale or to hire a new recruit, you cannot beat meeting someone in person as face-to-face meetings can’t be beaten.
That’s according to the Measuring Face Value report, from the Centre for Economics and Business Research, which says that when a London-based company does business face-to-face, it stands to gain an average income boost of £248,100 a year. […]
I hail from the UK and am a reasonably new “new Aussie” so I have found it interesting to see how marketing agencies do new business the Aussie way.
Five years seasoned, partnering with ambitious agency owners nationwide. I now believe I can claim that I have observed a thing or two about the business development landscape here. […]
Do Occam’s Razor and agency new business best practice work hand-in-hand? We think they can. If you aren’t familiar with Occam’s Razor, here is a Wikipedia article.
Occam’s razor (also written as Ockham’s razor, and lex parsimoniae in Latin, which means law of parsimony) is a problem-solving principle attributed to William of Ockham (c. 1287–1347), who was an English Franciscan friar and scholastic philosopher and theologian. The principle can be interpreted as stating Among competing hypotheses, the one with the fewest assumptions should be selected. […]
Long-tail keywords come with their own pros and cons, so it’s important that you are aware of them before you consider using them! Using such keywords in a context of generating new business has proven to be effective, especially if the content of the keyword itself nails the prospects’ identified problem as a “long-term keyword” can be defined as phrases that consist of 2-5 words, are rather specific, and are used by the searcher when a specific issue needs to be resolved. […]
Learn how to define the ideal prospect (and grow your business!)By definition, a prospect is “a qualified and interested individual who, through two-way interaction, has demonstrated they are preparing to make a purchase decision”, but the majority of time, it would start as a lead – “an individual who has provided contact information and, in doing so, pointed toward a potential sales opportunity”.
The challenge? To decide on characteristics and factors, that describe your ideal prospect – the prepared buyer – to optimise the lead generation process. […]
Some are quick off the mark to say that Outbound Marketing tactics are “getting out of date” and are rather “old school”, but we believe in the tactical marriage of inbound and outbound whereby outbound marketing is complemented with inbound marketing to enhance the overall strategy.
The current situation is that over the past 2 years, many businesses in the UK are starting to introduce inbound marketing as a part of their marketing strategy, but there are still plenty that aren’t quite ready to let go of the concept of outbound marketing. Well, why don’t you use both? […]
When was the last time you updated or adjusted your business proposition? A considerable amount of companies create their propositions in the very early days of the business lifecycle, and then, if they seem to be working, they leave them and don’t update them despite the changes in the macro and micro economic environment. […]
In contrast to the typical consumer journey of a low-involvement product, the B2B sales process is much slower, more similar to that of a high-involvement product, with huge emphasis on relationship nurturing.
Even though it may seem like extensive amounts of work and investment of resources from you and your team, it all becomes relatively easy once everyone is on the same boat and fully understanding the process a potential customer is going through from an initial contact to a sale. […]
In any marketing agency’s contract lifecycle, there are three main stages: agency evaluation and selection, relationship development, maintenance and agency review; followed by the termination or renewal of a contract. With this in mind, we discuss the opportunities that arise from monitoring your competitors and knowing when to step in. […]