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Posts Tagged ‘Lead Generation’

Four Steps To Lead Generation Success

When I think of the firms that drive numerous inbound leads they all have one very clear thing they do. Their lead generation efforts are as focused as their positioning. They’ve resisted diluting their efforts across numerous channels, avoiding Warren Buffet’s admonishment that “Diversification is for people who don’t know what they are doing.”

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The One Question I Would Ask Your People

Take this simple test and consider putting it to your team members. It’s one question to which the answers reveal so much about the firm and the individual respondents. I love putting this question to people who do not have day-to-day business development responsibilities – people like creative directors, partners, CFOs and pretty much anybody else in the firm.

Okay, here’s the million dollar question…

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Is Your Lead Gen Stalled? Do This One Thing

Have you lost momentum on the lead generation front? Check this out. I’ve discovered that firms who commit to doing this one easy thing tend get out of the rut. Those that don’t do it stay stuck. Before you click through to read what the one thing is, make a promise to yourself that you’re going to do it, whatever it is. It’s not hard, it’s not ridiculous of embarrassing – it’s pretty straightforward.

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Four Reasons to Write

Agency business development is a cocktail of sales, marketing and public relations activities. To be successful, your firm has to possess assets in each area. (I define assets here as skills, abilities and motivation.) While the business development assets of individuals and firms vary, and therefore their approaches to business development vary, there are a couple of assets your firm cannot get by without.

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My Prospecting Email

In September I wrote about my Closing the Loop email that’s a bit of a secret weapon when it comes to raising deals from the dead. I received some comments and many more emails about the fantastic responses people were getting from it. One of the emails asked me if I had a similarly effective email template…

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The New Rainmakers

Years of insisting that business development people generate leads instead of just follow up on those generated by other means has forced creative firms to prefer sales-based skill sets of cold calling and networking over others. In this article I explain why those skill sets are less valuable today and what is replacing them in…

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Voicemail: To Leave or Not to Leave

For years I counseled that rather than leave a voicemail when doing telephone introductions, you’re better off hanging up and dialing again at a later date. Then someone (I wish I could remember who) explained the dynamics of cold calls and voicemail to me in a new light: “Knowledge is power…”

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