The Problem Stalling agency growth and agency new business is an issue many of us encounter and can, if you are scaling for sale, become a very real concern and cause of much hand wringing. “Why is it …” we were asked the other day by a new client “that so many agencies of our[…]
Building trust for business development is essential since a lack of trust can prevent you from warming up your leads. A potentially fatal consequence that will likely lead to a deterioration of the business relationship, hindering it from progressing positively which is why building trust is so important for agency new business. Fortunately, there are[…]
The Secret to Winning New Business? Most agencies focus on the pitch, the show, the capabilities presentation. This is putting the spotlight on the wrong place. By then, most of the really important decisions have probably been made. The really good agencies win early: the pitch merely confirms a decision. There are only four obstacles[…]
The perfect telephone sales pitch and jazz have an awful lot in common. In jazz the skilled performer will interpret a tune in very individual ways, never playing the same composition exactly the same way twice. Depending upon the performer’s mood and personal experience, interactions with fellow musicians, or even members of the audience, a[…]
Want to know how to win more pitches? be the ONLY agency pitching! Here we are again on the brink of another autumn of reviews, pitches, RFI’s and tenders. So, what can you do to gain an advantage in what is a VERY competitive marketplace? Well, for one thing, you could try selling your agency[…]
Kalarhythms and Interpersonal Style were the focus of a website we came across the other day and we thought you might find it interesting. It takes us back to our “Spark and Torch” training!! It explores how different personality types need to be sold to in different ways. Agency heads often ask me “what should[…]
Agency positioning and proposition development has been a key part of our offering ever since we set Manifest up. As a leading new business agency, we have been helping agencies of all shapes and sizes to articulate their agency positioning and proposition in a compelling and differentiating way. One thing we have learned about agency[…]
The Importance of Face-to-Face New Business Meetings came to mind whilst reading The Globotics Upheaval by Richard Baldwin and I was reminded of just how important it is for agency new business people and heads to resist the simplicity and convenience of the conference call. In chapter 9, Globotics Resolution: A More Human, More Local[…]
The new business sales pitch I hate to hear most? “Hello Adam, this is John from Acme; how are you today?” “Er, fine thanks. Sorry, do I know you?” “No, but I thought you might be interested to hear about our …” “No I wouldn’t be, thank you, have a nice day and goodbye.” BRRRRRRRR (the[…]
Kissing frogs for agency new business is a phrase we come across quite a lot. “I’VE HAD ENOUGH OF KISSING FROGS!” The poor man wailed. “Really?” I empathised, but wanted to dig deeper “why is that?” “It just. Doesn’t. Work” he accentuated each work with a loud thump on the Costa Coffee table at which we[…]
