business building strategies

The Importance of Chemistry in Business with Bob Sanders

What do CMOs and other decision makers say is the final decision point when it comes to hiring an agency? Chemistry. Many agencies believe that chemistry is not really in their control but actually, there are definitely some things you can do to connect at that level. In a recent podcast, I had a conversation with Bob Sanders from the Sanders Consulting Group and we talked about the importance of chemistry in business, the influence you can have to make your new business meetings more productive, close faster and with much more success, every single time. Bob and his team focus on creating chemistry with a prospect that can help you walk into that new business process in a better position. In this podcast, Bob will unlock the secrets of chemistry by showing you: how to understand yourself, your agency and then figure out how to relate to others how to build a concrete system that drives new business and generates leads how to use clear-cut methods for a productive first meeting with new clients that lead to the next meeting the simple things you can do each day to achieve your goals how to adjust your relationships to match your client’s personalities. Bob Sanders is a powerhouse in the marketing industry. He has previously worked with Agency Management Group, a firm that specialized in the operations, finance, and technology consultations for multinational agencies around the world. Since then, he has become the leader of Sanders Consulting Group, a leading consulting firm specializing in helping agencies implement best practices faster and more effectively. To listen – you can visit the Build A Better Agency site (https://agencymanagementinstitute.com/bob-sanders/) and grab either the iTunes or Stitcher files or [...]

The Power of Audience Segmentation Strategies with Susan Baier

In today’s world of clients needing more data/insights, ROI for their marketing spend and micro targeting to avoid waste, research is key. Clients want an agency that not only knows how to gather data, but how to work with it, how to interpret it and most importantly, how to use it to the client’s marketing advantage. That can be a tall order when it comes to quantitative attitudinal audience segmentation strategies and research but my podcast guest, Susan Baier and her team know the ins and outs of this kind of research and know how to make it relevant to what you do every day. This kind of research goes beyond demographics to really understand what's going on with people; what they think, what they believe and what they want.  And it’s done in such a way that it provides you with a large enough sample of respondents to make it well worth your while. In this podcast, Susan and I uncover the power of specific, segmented research.  Among other things, we cover: how to find the right audiences for your client’s money how to better sell the idea and value of research to a prospect or existing client how to use quantitative attitudinal audience segmented research to turned an upcoming event into a major win how to use research in an agency setting including common mistakes to avoid. Susan Baier began her career as a brand manager for companies like Dial and ConocoPhillips and then switched over to the agency side leading strategic marketing initiatives and market research. A few years ago, she launched Audience Audit (http://audienceaudit.com/) where she conducts custom quantitative attitudinal audience segmentation research. She helps her agency clients develop marketing and [...]

Essential Business Building Strategies You Need to Grow Your Agency with Jason Falls

As an agency owner, you know that if you're not ready to evolve your agency with business building strategies, you'd better get ready to retire. The agency business is undergoing an incredible metamorphosis and most agency owners are running at full speed to keep up. That's where my conversation with Jason Falls, Senior Vice-President, Digital Strategy at Elasticity and author of several books on social media and email marketing, started. (listen to the podcast here) From there we move to agency hierarchy and structure, the impact of millennials on current day politics and the importance of building strategic alliances. It's a whirlwind hour of debate, stories and a few good laughs.  I think you'll not only enjoy it, but you'll also get some business building strategies you can put into play right away. To listen – you can visit the Build A Better Agency site (https://agencymanagementinstitute.com/jason-falls/) and grab either the iTunes or Stitcher files or just listen to it from the web. If you’d rather just read the conversation, the transcript is below. If you're going to take the risk of running an agency, shouldn't you get the benefits too? Welcome to Build a Better Agency, where we show you how to build an agency that can scale and grow with better clients, invest in employees, and best of all, more money to the bottom line. Bringing his 25 plus years of expertise as both an agency owner and agency consultant to you, please welcome your host, Drew McLellan. Drew: Hey everybody, this is Drew McLellan, and I am really excited to be with you today. As an agency owner, I know all too well the risks we take every day. This podcast is about making sure if we're going to take [...]