Master effective prospect follow‑up: the psychology behind failed outreach, overcome barriers, and use proven strategies to win more clients.
...Here’s the truth that too few agencies want to hear: if your agency business development strategy is focused on selling strategy, media, digital, creative, or PR services, you’re replaceable. Harsh? Maybe. But real. In today’s market, clients negotiate on execution. But they hire the agency they believe is most likely to deliver the outcome they …
Unlock the secrets of Agency Business Development Networking for Introverts and transform conversations into customers.
...Proven strategies to build a proactive agency business development process that maintains a full pipeline to drive consistent growth.
...Discover how Mardi Gras reveals key lessons in defining your agency’s value proposition—scarcity, convenience, and strategic advantage drive premium pricing.
...Business development is one of the most complex jobs in an agency. Period. It’s high-pressure, filled with rejection, and misunderstood by the very people who hire for it. How tough is it? The average tenure of an agency business development (BD) person is just under two years (RSW/US). Let that sink in. Twenty-four months isn’t a lot …
Discover a sales strategy that prioritizes quality over quantity. Learn how ‘The Power of One’ transforms your business development efforts.
...Discover why The Invisible Sale remains crucial in the AI era, and how strategic content marketing builds trust, fuels engagement, and drives agency business growth.
...In a recent conversation with Brent Weaver on the Digital Agency Show, I shared what I’ve learned in over 30 years as an agency business development consultant. From my early days knocking on doors selling greeting cards to becoming a trusted advisor for agencies looking to grow, I’ve seen how a clear strategy, resilience, and …
Selling creative ideas in today’s marketing world can feel like navigating a minefield. Clients are more cautious than ever, prioritizing data and performance over bold, imaginative campaigns. As someone who’s been in the agency game for over 30 years, I’ve seen the tides turn. But don’t worry—there are effective ways to pitch those innovative concepts …
Are YOU a Repeater or Recreator? Did you know the answer is THE difference between content curation success and failure?
...Learn step-by-step techniques to streamline your LinkedIn feed, improve engagement, and maximize your networking success. Say goodbye to irrelevant posts and hello to targeted, meaningful connections.
...Most people believe buyers choose sellers based on knowing, liking, and trusting someone. But that’s only part of the story. In reality, people do business with those they know, like, trust, and find credible. Credibility is the often-overlooked linchpin in sales success. Especially in today’s digital-first world, where your digital persona forms the first impression, …
Discover the secrets of painless prospecting and networking like a pro. Unique insights for turning everyday conversations into lasting relationships.
...A Referred Client Prospect left you a message indicating that one of your clients or friends, whom we’ll call a Referral Agent, suggested they should contact you. They may or may not reveal the reasoning behind the need to chat; usually, I find they don’t. Instead, they leave a phone number and a short message …
Last week I received an email that pained me to read. The sender had just shared what she hoped had been an impactful PowerPoint presentation during a networking event we both attended and had asked me for my opinion. After trading emails, she finally sent this: I 1,000% need help, especially as we move into …
Converse Digital’s detailed analysis of the 2024 RSW/US Agency New Business Outlook Report & our 3-Step plan to help agencies overcome the hurdles uncovered by the report.
...Learn how to identify the best time to stop pursuing a lead that is unlikely to convert to maximize your business development efforts.
...Unlock the psychology behind effective freelancer pricing strategies. Learn about the anchoring effect, loss aversion, and perceived value to set rates that attract loyal clients.
...Converse Digital’s detailed analysis of the 2023 RSW/US Agency New Business Report & our 3-Step plan to help agencies overcome the hurdles uncovered by the report.
...“Why don’t you write up a proposal to [deliver whatever a prospective client is about to hire you or your agency to deliver to them] with a budget and send it over to me to consider?” This one sentence creates more anxiety, angst, fear and self-doubt in the hearts and minds of freelancers, coaches and …
The human brain analyzes 11 million information inputs every second hence, why every moment of attention is a gift. We’ve all heard that the human attention span is now shorter than a goldfish (total BS, by the way, and here is the proof). Still, the truth is that humans today are overwhelmed with information, inputs, …
Embarking on negotiations is akin to stepping onto the dance floor. It requires finesse, intuition, and a deep understanding of the steps that lead to a dancing-with-the-stars quality performance. Welcome to Part II of my contract negotiation tactics and strategies series. If you missed Part I, Contract Negotiation Strategies: The Science Of Getting What You …
Contract negotiation – the very idea can send chills down the spine of even the most hardened professional. Images of high-stakes poker games and back-alley deal-making can fill the mind. But, as the renowned negotiation expert, Christopher Voss would say, a successful contract negotiation strategy is more akin to navigating a labyrinth than engaging in …
The Importance of Effective Networking Strategies You’ve probably heard it a thousand times: networking is crucial. But have you ever taken a minute to ask yourself why? Simply put, if you’re not constantly networking, you’re limiting your reach, your opportunities, and your potential growth. People who fail to “keep in touch” often find themselves feeling …
I recently listened to Barbara Winters, VP and principal analyst at Forrester, to discuss how Gen Z and Millennial B2B Buyers are reshaping the buying process and what companies should do to succeed with these buyers. And what she had to say, kind of blew me away. Honestly. Here’s why. When I wrote The Invisible …
Today’s post is the final installment of our three-part series — LinkedIn Sales Prospecting for Introverts. If you missed the first post, Building Connections That Matter, or the second post, How To Leverage Content Marketing Strategies On LinkedIn To Attract Qualified Prospects, feel free to read those before continuing on to today’s post, Introvert-Friendly LinkedIn …
Today’s post is the second part of our three-part series — LinkedIn Sales Prospecting for Introverts. If you missed the first post, Building Connections That Matter, feel free to read it before continuing on to today’s post, LinkedIn Content Marketing Strategies for Introverts. It’s ok, I’ll wait . As an introverted business development professional, …
Introverts, rejoice! Sales prospecting doesn’t have to be a daunting task, and LinkedIn, like other social media sites, offers the perfect platform to help you build meaningful connections and leverage your introverted strengths. As a fellow introvert, I’m here to share a few practical tips that have worked for me and others in the business …
The world of sales prospecting has changed dramatically over the past decade. Traditional prospect badgering approaches to business development are giving way to digital sales strategies, especially virtual selling skills-based tactics, forcing businesses to evolve to succeed in today’s fast-paced digital landscape. This guide will provide the tactics and insights necessary to master digital sales …