A couple years ago, I updated my OS on my laptop and it literally ate any email sent to/from me after 2015. I went through several weeks of trying to get back to all of the people who had emailed me and never heard back. They probably thought I had no manners but I promise — I was raised better than that. This illustrates a point that I teach regarding email. We depend on email too much and we assume it’s more reliable than it is. Which is ironic, given our own inboxes and how much clutter we dodge throughout the day. I was talking to an agency owner the other day and she was lamenting that their new business efforts are falling flat. As she described their efforts it was pretty clear that the problem was they were tossing the ball into the prospect’s court by email and then just waiting for it to bounce back. This is also a huge problem with your AEs. In our AE Bootcamps, one of the best practices I stress is not to just use email to shift the burden to the client/check the item off their To-Do list. Your AEs need to be adept at quickly accelerating a conversation beyond email. If you’re not coaching to the advantages and foibles of email with your team, you should be. If you’re not building out a more robust communication matrix with prospects and clients, you should be. If you would like your AEs to learn more about this best practice as well as many others, there is still time to sign up for one of our virtual AE Bootcamps here or here! This was originally published in the weekly [...]
I totally get it. You’re busy putting out fires, delivering high-level strategy for your clients and trying to mentor and grow your team. Who has time for new business? This is one of those head versus heart things in agency ownership. You know you need to devote more time to new business but somehow something always pushes those best intentions aside. I’m here to tell you — you cannot afford to let your biz dev efforts ebb and flow. The only way it works is if you keep your foot on the pedal every day. MediaPost asked me to talk a little about this issue and how agency owners can overcome the lure of “I’ll do it tomorrow.” As always, I’d welcome your feedback. In January, we had one of the best live workshops we’ve ever had — and it was two days of talking about nothing but new business strategies with two agency search consultants who see agencies at their best and their worst. They were so generous with this knowledge and insights that everyone walked away raving about the content. In fact, it was so awesome that we’re doing it again next January. It’s going to sell out for sure — so if you want to do a deep dive on biz dev, check out the workshop and get your spot before they’re gone. However you fire yourself up and inspire yourself — let 2020 be the year that you finally embrace your role as Chief Prospect Hunter!
There’s a talent shortage in the agency business. I can’t remember a time in recent years when agencies were hiring as much as they are today and having as much trouble finding the right fit employees. You’ve heard the adages about the costs of a bad hire and, if anything, they underreport the costs. But today, those costs are even greater because not only does the bad employee do incredible damage to your shop — they also leave a gaping hole that’s tough to fill. Unfortunately, in most cases, our bad hires are our own fault. We’re horrible interviewers. We talk way too much and we spend more time trying to convince the candidate that our agency is a wonderful place to work than we do discerning if this candidate will serve us, our team and our clients. We also don’t test the candidates well. iMedia asked me to expand on that idea in an article about how to get interview tests right. I’ll be curious to hear your thoughts. If our hiring practices could use some work, our onboarding could absolutely use an overhaul! Once you get a team member who is dedicated, committed to your team and clients and is hungry to keep getting better — don’t just bury them in work. Our research talking to over 950+ agency employees showed us that the #1 factor your employees consider as they decide whether or not to stay with you is if you’ve offered them educational opportunities. At AMI, we’re always looking for ways to help you build the team you already have. Our Advanced AE bootcamp gets rave reviews so if you want to enhance the skills of your AE crew — it’s [...]
Business development is a challenge on many levels. If you don’t have every base covered...being good at all the other aspects may not be enough. Many agencies have not defined their sweet spot client — so they don’t bother chasing after prospects that aren’t a good fit Most agencies don’t have a consistent new business machine that is actively and regularly touching prospects and working a targeted list The lion’s share of agencies have a great win rate with smaller, less profitable clients but struggle to win with “stretch” prospects that could really change their agency and help them elevate their game About 50% of agencies do not have a retention program to actively and intentionally keep and grow their best clients A weakness in any of these areas can really compromise your efforts overall. As you begin to plan for 2020, having a holistic business development plan of attack (with action items, a calendar and most important — regular accountability meetings) may be one of the most important aspects of your vision for the next year. It’s not too early to start working on this. If you’re getting at-bats but not winning or if you’re not getting invited to the pitches/opportunities that you think you should be, we’ve got a great two-day workshop for you. AMI is partnering with the agency search firm Mercer Island Group to help you work all the bugs out of how you chase new business. These guys see proposals, RFP responses and live pitches from agencies big and small. They’re going to give you a sneak peek into the mistakes that you’re making, the missteps of agency positioning and so much more. This is a very hands-on, work ON [...]
The odds of winning new clients is significantly higher if they're the ones who call us. Learn how to "do" social media so it drive leads to your door. It's time for your social media efforts to result in real, qualified new business leads. Don't do social because you think you have to. Do it because it's generating new revenue! Your agency needs this workshop if: You want better inbound leads You want SEO results that are relevant and will drive sales You want to leverage your social efforts into speaking engagements that position your agency as the expert You want to be able to use your results to sell social to clients You don't want your clients to call you out on the fact that you sell social but you don't really do social Learn from an agency owner who has taken his agency from being a nice boutique shop in the midwest to being quoted in the New York Times and having The Wall Street Journal call their blog "one that every entrepreneur should read." Best of all -- learn how they leveraged their social media efforts into a 150% increase in AGI. This workshop isn't about theory. You'll leave with a robust plan that outlines exactly what you're going to do, how you're going to get it done, and how you're going to measure the results! If it doesn't work, we'll refund your workshop fees, no questions asked. The Chicago Social Media for your Agency Workshop Register yourself or your team today! Chicago, IL DATE: September 24 & 25, 2012 TIME: Monday 8:30 am - 4:30 pm Tuesday 8:30 am - 3:00 pm LOCATION: Chicago Marriott Downtown Download the brochure! EARLY BIRD PRICING ENDS SEPT 9TH