Category Archives for "Blog"

How much time do you spend servicing clients?

Client Servicing

How much of your time do you spend servicing clients?

If you feel you have no choice but to spend most of your time in ‘client service mode’, and if you believe if you don’t, you won’t retain your customers, then you will not have time to focus on the future of your agency (e.g. business development, strategy, marketing etc) because you are at the beck and call of your clients.

Infact, you're caught up in the Client Servicing Hamster Wheel of Doom (CSHWOD) and you need to find a way to get off it and do something different, and that starts with changing your mindset.

In this week's episode of The Agency Accelerator, I explore how, as an agency owner, your time needs to be split into 3 ‘buckets’ that will enable you to serve your client’s needs, focus on driving your agency forwards and have enough time to run your agency.

[1:02] The Self-Running Agency Implementation Group: Open for enrolment. Find out how you can join fellow agency owners in the journey to building an agency that is less dependent on YOU!

[3:36] How much time are you spending servicing clients? Probably too much!

[4:23] How to avoid the dreaded Famine & Feast Cycle. No one wants to end up in famine trough where we make bad decisions such as discounting or taking on the wrong type of client

[6:25] Learn how to split your time into 3 buckets: REVENUE, STRATEGY & ADMIN and what should your split be?

[8:22] Having the right mindset will help you get off the dreaded CSHWOD!

[10:55] What is your notional hourly rate? An important discussion to get your pricing right and hit your profit targets

[12:13] Why you should dedicate time on building a robust strategy for the future of your agency

[13:04] Defining your niche

[14:18] Identifying your target audience

[14:39] Build a great marketing campaign

[15:14] The Self-Running Agency Book

[15:39] A piece of advice: Do a few sales & marketing tactics. really well and consistently, don’t get seduced by ‘shiny new object syndrome” You are always the best salesperson for your agency

[16: 59] Guide on how to split your time across REVENUE, STRATEGY & ADMIN – where are you today and where do you want to be?

[18:20} The benefits of getting your time split right

Come and join us in The Self-Running Implementation Group

Download The Self-Running Implementation Book

Learn more about "notional hourly rate"

Learn more about famine & feast cycle

Read more about how you can define your niche

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/ follow on iTunes, Spotify or directly from my website.

I would be very grateful if you left me a review over on iTunes, too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much,

Rob

Online events & augmented reality with Marc Convey

As we move towards the “new normal” post-pandemic, organisations have become more accustomed to doing business online rather than in person.

But what does the future of events look like? Will they remain online or move back to in-person events?

In this episode of The Agency Accelerator Podcast, I'm excited to have Marc Convey, Managing Director of 23 Digital, a video production agency that creates digital content using films, virtual reality & animation

We're going talk about the evolution of online events and how companies are using augmented reality to grow their business.

[0:53] Introducing Marc Convey, Managing Director, 23 Digital, is a video agency that creates digital content using films, virtual reality & animation.

[1:47] How has 23-Digital fared during the pandemic, what changes did they make to not only survive but thrive?

[8:30] Biggest challenge faced by Marc working on AR projects.

[15:03] Environmental impact of doing events live.

[15:36] How do you replicate networking or being around people in a virtual environment?

[18:37] The future of videos in marketing.

[20:06] How businesses are going to use augmented reality moving forward.

[23:59] Marc's one piece of advice that he would give to his younger self.

[25:16] Where can you find more about 23 Digital.

Marc's Linkedin profile

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/ follow on iTunes, Spotify or directly from my website.

I would be very grateful if you left me a review over on iTunes, too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much,

Rob

Remote working – what’s next?

Remote Working

As we come out of the pandemic, is working from home going to continue to be the norm and if so, how do we continue to focus & motivate staff?

COVID-19 has brought about a change in the work culture, with people having to adapt to remote working. Some of us have thrived while others have struggled.

In this short episode of The Agency Accelerator Podcast, I discuss how this pandemic has impacted our work (with some surprising stats) & share some ideas that my clients are using to keep their teams focused, energised and accountable.

[1:16] Working from home: Has it been a benefit or curse?

[2:21] Some interesting stats about remote working.

[3:28] Tips to help your team thrive while working from home.

[6:36] I share some great ideas that members of my The Self-Running Agency Implementation Group have implemented.

[7:14] Tips to keep your team motivated whilst working remotely.

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/ follow on iTunes, Spotify or directly from my website.

I would be very grateful if you left me a review over on iTunes, too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much,

Rob

The dreams we have when we start our own business (and how to ensure they don’t turn into nightmares!)

The dreams we have when we start our own business

Our hopes and dreams

Many of us start our own agency because we dreamt about creating something tangible and of value and something worthwhile.

We hoped that we might be able to impact the world in some small way and often believed that we could do things better than other businesses. 

But if we are not careful our dream can turn into a nightmare.  We can easily lose control because everyone is demanding our time, we are spinning 100 plates and lurching from one urgent crisis to the next.  We have cash flow issues, client issues, staffing issues and so on.

This is not why we started our own business!

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Why we start our own agency

Why we started our own agency

But let’s backtrack a little and spend a few moments considering why we started our own business.  We were probably fed up in a 9-to-5 job, tired of bureaucracy and politics, and the lack of control. 

Often there is no direct correlation between how hard we work and the rewards and recognition we receive.

All of these adds up to a desire to start our own business.

Now there are three reasons fundamentally why anyone starts their own business.  Firstly, they want to be in control (most likely because they didn’t have control in their past job) and secondly they want to have more flexibility and ultimately more freedom. 

However, as time goes on the need for control is diametrically opposed to the ability to have more flexibility and freedom.  As we grow, we move further from the reasons why we started our own business and we find ourselves working for a much harder taskmaster boss than ever (i.e. YOU)!!

But it doesn’t have to be this way, so please read on…

My story

Rob Da Costa

I’m writing this blog from a position of personal experience & I believe in sharing an honest “warts & all” story of my time starting, growing & selling my agency.

In my early 20s, I'd been working as a marketing manager for a small software company and we had struggled to find a good PR agency that understood the tech that we sold so in my naïve innocent optimistic youthfulness I decided that there was a gap in the market that I was going to fill by starting a tech-focused PR agency.  We were going to help take complex software & hardware solutions & create compelling marketing messages to their audience & thus CIT PR (Communicating IT) was born.


In year one it was just me working as a freelancer, but I already knew that I wanted to grow beyond that so after one year my business partner joined and shortly after that the first member of staff was employed.

Now we never sat down and consciously created a plan that would identify the forward momentum and direction we wanted to take.  Instead, we let external factors and opportunities dictate the direction of travel.  Sometimes this was fine, and we followed the opportunities, but more often than not it caused problems for us because we weren’t always clear at what point we should hire the next member of staff or whether we should take on a client or not. It led to capacity issues and feast and famine in the agency.

Fast forward 11 years and suddenly we had 25 staff which meant 25 mouths to feed before we got fed, big demanding clients and a whole lot of stress!  I woke up one day and thought this is not why I started my own business how did I get to this point!

At this juncture, we were feeling tired and worn out and started fantasising about following new pastures and getting out of the agency business.  This funnel vision thinking led us to put the business up for sale and after 18 months we found a buyer.

Now it’s worth considering what a service-based business such as an agency is worth because much of what you do is intangible i.e. you’re not making widgets. So, any valuation will be based on such things as the client roster, the staff, revenue and scalability and to some extent, brand equity.

The key message I want to make at this point is that when I wanted to be less tied to the day-to-day running of my agency the only option I felt I had was to sell but now I know better: there are many other options and what I should’ve focused on is the same thing as many agency owners today desire and that is to build an agency that is less dependent on you which means creating running agency a self-running agency.

The minefields to avoid

Avoid minefields

If any of my story rings true for you then no matter what point you are on your journey there are several common mistakes owners make that mean they become more tied to their agency over time rather than less, so let’s just talk about some of those mistakes and it all starts with mindset.

Mindset

If you can develop the mindset early on that you want to empower your team and you believe that they can do the work as well or better than you, then you’re more likely to delegate and avoid becoming the bottleneck for your agency’s growth.

Develop the right mindset and behaviours in yourself to create the space for your team to step into. Remove some of those false stories we tell ourselves ('the client will leave if they don't get me on their account', or 'they won't do it as well as me') and you are more likely to build a business that is less dependent on you!

Delegation

So now you have the right mindset in place we now need to make sure that we are excellent delegators but trust me, most of us are not! 

We know what we want someone to do in our heads and then we get frustrated when they don’t do it because we haven’t clearly articulated what we want them to do, what the outcome is, what support they need and a specific deadline to deliver that piece of work.

Bottleneck to growth

For all the amazing reasons why you started and grew your agency, some of those same reasons (i.e. the need to constantly be in control) can create a bottleneck and stop your agency from growing, so you must build a robust team, let go and “get out of your way”.

Pricing

Referring back to mindset for a moment if you don’t have the correct mindset around pricing and you don’t believe that the value you’re delivering for your clients is worth the fee then you will always struggle to charge a fair price and increase your prices regularly.  This is perhaps the main reason why agencies don’t increase their fees or why they don’t get their pricing strategy right in the first place (this is a value/outcome v time/inputs conversation).

At the end of the day, it’s relevant whether you think your price is high or low because it should be based on what your market and what your customer is willing to pay and the perceived value they receive from your service.

So, these are four core barriers that get in our way, that stop our agency growing and that keep us tied to the business.  Of course, there are many others, but these are four key ones that you can immediately acknowledge and start doing something to remove them.

The ultimate goal

When we started our agency the ultimate goal that many of us dreamt of was having flexibility and freedom whilst still maintaining some element of control in our agency.  This means that we’ve got a constant stream of income yet also have the time to pursue other interests if we so wish. 

Ultimately, we all wanted to build a self-running agency. 

I know this since it’s what I aspired (yet failed) to achieve and I know it from working with over 200 agency owners.  This is ultimately what they would love to build yet often don’t believe it’s achievable because they don’t put some of the aforementioned steps in place…. but you can.

I have gone into a ton more detail in my brand-new book which is part autobiography and part step-by-step guide.  The book normally sells for £5.99 but right now you can grab a copy for free.

Diversity and Inclusion – in conversation with Chico Chakravorty

Diversity & Inclusion

The 'Black Lives Matter' movement has brought the issue of diversity and inclusion to the forefront of many conversations. Business, big and small, are starting to consider how Diversity & Inclusion (D&I) should impact their workforce.

In this episode of The Agency Accelerator Podcast, I'm excited to have Chico Chakravorty, D&I consultant and Founder of Doing Diversity Differently. In this fascinating conversation (where I learned a lot!) we talk about how to approach & integrate D&I in our organisations.

We also explore how we, as agencies, should be advising our clients on D&I in their campaigns, and the importance of doing so authentically. To bring this to life Chico shares some real-life examples (both good and bad).

[0:55] The Self-Running Agency Book - Grab your FREE copy

[1:46] Introducing Chico Chakravorty, D&I consultant and Founder of Doing Diversity Differently.

[5:55] How should we as agency owners advise our clients on diversity & inclusion

[9:28] Is it the responsibility of an agency to highlight the in-authenticity of diversity being portrayed in campaigns?

[11:20] Example: Marks & Spencer launched a sandwich called LGBT

[14:25] Example: Tesco

[16:07] What is the meaning of "White Privilege"?

[17:23] The "Black Lives Matter" movement: How should businesses contribute to the cause?

[23:00] The two important elements of diversity

[26:59] Chico's one piece of advice that he would like to go back in time and give to his younger self.

[28:48] The best way to connect with Chico.

Website - https://doingdiversitydifferently.com/

Email - [email protected]

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/ follow on iTunes, Spotify or directly from my website.

I would be very grateful if you left me a review over on iTunes, too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much,

Rob

5 pieces of advice I would give my younger self

5 pieces of advice I would give my younger self

Do you ever look back and wish you had done a few things differently when you were just starting out running your agency?

This week's episode of The Agency Accelerator Podcast is going to be slightly different. It is the first in an occasional series of ‘5s’ and in this episode I will be sharing 5 tips that I would give to my younger self, who is just starting out his agency, if I could go back in time.

Obviously, I can't really time travel, but I can share these tips with you in the hope they will help you build & grow your agency.

[1:24] Back to the future: 5 tips to my younger self

[2:06] Have a plan to stay in control and bring everyone along with you: vision -> strategy -> action plan

[6:03] Grow your agency, build a team.

[7:59] Don't be led by money, be led by purpose.

[10:23] Get your pricing right - Value pricing/selling methodology

[13:06] Succession planning: The Self-Running Agency

[15:20] The Self-Running Agency Book

Download The Self-Running Agency Book for FREE

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/ follow on iTunes, Spotify or directly from my website.

I would be very grateful if you left me a review over on iTunes, too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much,

Rob

Flexible working with Grant Jennings

Flexible Working

How have you found flexible working hours during the pandemic?

Has working from home impacted your productivity negatively or positively?

In this episode of The Agency Accelerator Podcast, we're talking all about flexible working with Grant Jennings, who is the Owner of Creative Blend, a digital marketing agency.

[1:07] What is Creative Blend & how is it different from other digital agencies?

[4:55] How has Creative Blend adapted to the’ new normal’ of flexible working hours?

[11:21] Tools recommended by Grant to help maintain accountability & project management.

[12:56] How to deal with resistance from clients when implementing new tools

[15:36] Tools recommended by Grant to use when working remotely.

[16:32] Impact of remote working on productivity.

[25:55] Grant's one piece of advice that he would like to go back in time and give to his younger self.

Contact details for Grant

Website: www.creative-blend.co.uk Linkedin: linkedin.com/in/gjenningsuk

Grant is also a trustee of local charity Whoopsadaisy who support babies and children (12 months to 12 years) with movement disorders such as cerebral palsy.

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/ follow on iTunes, Spotify or directly from my website.

I would be very grateful if you left me a review over on iTunes, too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much,

Rob

How to build an email sales funnel

How to build an email sales funnel

Have you been struggling to build your email list?

Would you like to build an automated lead generation system?

Well I have some answers for you in this week's episode of The Agency Accelerator Podcast, I talk about the importance of email sales funnels and how you can build one, along with some great tips that can help you nurture and grow your email list.

[0:45] Importance of Email Marketing.

[2:10] Why you should be focusing on Email Marketing.

{03:35] It's never too late to start building your email list!

[5:17] Be context specific with your content to generate lots of email sign ups.

[6:26] Website pop ups are great but use them effectively to capture email addresses.

[7:44] How to nurture your email list.

[10:31] Getting the balance right between providing value added content & driving sales through your emails.

[12:32] Importance of email sales funnel strategy.

[15:35]The importance of sending personalised emails

[18:17] Nurture your subscribers through 3 stages of email sales funnels

To know more in detail about email sales funnel, download my ebook.

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/ follow on iTunes, Spotify or directly from my website.

I would be very grateful if you left me a review over on iTunes, too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much,

Rob

Email marketing: the unsung hero of your marketing strategy

Email Marketing

Are you tired of hearing about how email marketing can bring you huge returns and never seeing the results? Would you love it if your customers bothered to react to your carefully worded pleas and bought something, just once?

Well, the truth is, email marketing is one of the most widely-used forms of marketing used today. Statistics tell us that the ROI on email marketing is a staggering 44 to 1!

Chances are that if you aren't seeing great results from your email marketing, you're doing it wrong.

Do you want to know how to turn your email marketing around by using email funnels? Of course, you do! Keep reading.

What Are Email Funnels?

Like a sales funnel, an email funnel involves ushering prospective customers along the buying journey until they succumb to your many charms and end up buying something from you.

Email Funnel

It all starts with collecting as many email addresses as you can from your ideal target prospect. Once you've got your foot in the door, you can start to woo these prospective buyers with a sequence of nurturing emails that piques their interest and convinces them to they need your product. With the right sequence, you will be front of mind when your prospect is ready to buy and they will 'raise their hand' and tell you so.

Sounds simple enough, yet nothing lands your email in a spam folder faster than harassing people with emails they don't want. So what makes email funnels so successful?

Email Is Not Dead as a Marketing Tool

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Email marketing may have been around for a long time, but it’s still very much alive and kicking. Although many people communicate via apps and social media nowadays, email is still the top form of business communication.  And consider that your social media following is “rented real estate” and could be taken away at any time whereas your email list you own.

Every day this year almost 294 billion emails travelled around the world. That’s proof enough that email as a means of communication is far from dead.

What’s the first thing you check when you logon to your pc morning, noon or night? Your email, right? Your prospective customers do the same thing. Why? Because of curiosity or FOMO, to use a modern-day term.

It’s that same fear of missing out that persuades people to open your first email communication with them. That’s why it has to be good; good enough to get them to read the next one, and so on and so on.

Email Marketing Is Not Just for Sales

Email Marketing helps SEO

Your website is likely one of your businesses’ main sources of leads, and it’s a good one. After all, you can track which pages people have visited to figure out what they’re interested in. You can track their buying behaviour, and you can ask them for their email addresses before they leave (in return for some great content).

The more times people visit your website, the better it ranks on the search engines. The better it ranks on search engines the more people are likely to find it and visit it, and the more chance you have of getting new leads. It’s a never-ending cycle.

So, why not use email marketing to direct people to your site? The more of your existing customers visit your site regularly, the better it ranks. The better it ranks, the more new customers are likely to find it in a search.

Bottom line – email marketing can be good for SEO too.

Email Is an Excellent Top Funnel Tool

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The top of the sales funnel is where you convince new customers that you’re the good guy. It’s a warm, fuzzy place where no sales jargon may ever go.  It’s the perfect place to engage customers, provide some genuine value and in return, gain exposure for your company, and get them thinking about your brand.

Now as a marketer, when you think of engagement, social media is the first medium that springs to mind. Why would you want to reach out to customers on a platform that’s filled with other businesses trying to do the same, and as I said above, one that you don’t own!!

That’s not to say you shouldn’t be using social media to ‘build your tribe’ but with email, you have your customer’s undivided attention. If you continue sending them engaging and value-added content, you’ll keep it that way.

How About That ROI?

Email_ROI

Email marketing is cheap but it’s not easy. Sending the mail itself may be almost cost-free, but the time it takes to craft it can become costly. That’s why many businesses get a marketing professional to do the work for them – because time is money.  Use email automation to create a sequence of emails sent over a period of days.

While these initial set up costs can add up, you’re never going to send every customer a unique email. Once you’ve hit on an email marketing formula that works, you can use it for every first contact. That’s where the savings come in.

Personalisation Par Excellence

People can’t help notice correspondence that addresses them directly, but the other side of personalisation is customising the offers you make to your customers according to their interests.

The supermarket loyalty card has mastered this.  By tracking the groceries associated with each swipe of the card, they can offer their customers only the goods they’re interested in.

This has a double benefit. Firstly, their customers look forward to their weekly emails promising savings on the things they need. Secondly, they appreciate the fact that the supermarket is treating them like an individual.

As long as the offers stay relevant, they’ll stay happily subscribed to this kind of email marketing.

What’s more, supermarkets use this kind of email to promote links to recipes which leads to another double whammy. The customers click through to the website to see the recipe and they’re enticed to buy extra ingredients to create the dish.

This is the kind of personalisation that works. Simply adding someone’s name to the subject line of an email won’t win you any friends. So consider what info you need to get when someone signs up to your list (for example, when you join my email list I will ask you how big your agency is or are you a 1-man band/freelancer – and that helps me personalise some of the emails I send (e.g. no point sending an email about managing staff if you are a 1-man band!)

Do You Want in on the Email Funnel Action?

email marketing

You can carry on letting customers drift away, or you can learn how to use email funnels to get results.

Once you’ve mastered the art of the email funnel, your marketing efforts will become the most anticipated thing in your customers’ inboxes.

Next, I’ll show you just how to do that.

How to Change up Your Email Marketing With Email Funnels

Now that you’ve come around to the idea that email funnels could work for you, there are a few ways you can use them to maximum effect. But first, the basics.

Every email sales funnel has three stages:

1

Value Stage - To Nurture a Relationship with Your Email Contacts

In this first stage, you want to welcome them to the fold.

You can thank them for signing up or for downloading something from you. You can offer them something further for free – either a free download, a video series or some useful and interesting information.

It’s all about building trust.

2

Authority Stage - To Educate Potential Customers About Your Products and Services

Next, you want to convince them that you know your stuff. You can do this with some examples of how you’ve helped customers, a few positive reviews, or articles and case studies. All sprinkled with a little low-key self-promotion.

3

Call-To-Action Stage – To Persuade Subscribers to Buy Something or Do Something

Now, it’s time for some action. Here’s where you start to introduce your products and services.

If you’ve done your job properly in the first two stages, your customers will trust that you’ve got their best interests at heart.

Apart from these three key steps, you can get a lot more creative with your email marketing and here’s how.

Types of Email Marketing Funnels

Take a look at these examples of the ways you can use email funnels to win customers and get sales.

Building Anticipation

To coin a phrase, ”curiosity catches the customer”. When you’re launching a new product, it pays to build up anticipation before the event.

Don’t be vague, go all out to get them guessing.

You can tell your readers that there’s a new product coming and it’s something they’ll all love. 

Back up your mail with links to social media posts with images of the new product that don’t fully reveal what it is. Invite them to try and guess.

Finally, tell them to keep an eye on their inboxes on a specific date to hear all about the big news. When you finally announce your new product, drive it home with information about the benefits it has for them.

The Option to Opt-Out

Unsubscribe

Amazon has an unusual way of getting their workers more committed to their jobs. Every year, they offer them $5,000 to quit. The catch is if they take the package, they can never work at Amazon again.

Would you take that deal? Nobody does.

When presented with an option with finite consequences like this, it’s human nature to think long term. Suddenly, all the benefits of staying employed come to mind.

You can use this principle in your email funnels to keep customers engaged. You do this by being honest. Tell them how often you’ll be emailing. Tell them you’ll be sending special offers now and again, then tell them they can opt-out right now and never know what they’re missing.

Another approach to this kind of message is telling them why they should opt-out upfront if they aren’t interested in saving, improving their business, or winning at life – depending on your niche.

Sure, you might lose some subscribers, but the vast majority would rather stay subscribed for fear of missing out. For the same reason, they’ll also check every mail you send them.

Rewarding Good Behavior

Reward

It’s a no-brainer that people love to feel special and you can use this to your advantage in email funnels. This type of funnel hinges on the concept of giving only customers who do one thing exclusive access to another.


This may seem like you’re turning business away, but niching your business like this can bring huge rewards.

How it works is by providing a link to something in your initial email. This could be a product page, a video, or a blog post. When the customer clicks your link, they receive a reward that they weren’t expecting.

For example, you can email them straight away and offer them an exclusive and related reward if they take another action. Here’s an example:

Ian Stanley, a master of email marketing, started his email funnel by commiserating with his readers about how busy they were. Then he invited them to watch a short video about how time is unmanageable.

Those who clicked through to the video received a follow-up from ‘Time’ to say they needed to talk, with another video about how to improve their relationship with time.

Finally, those subscribers who watched the second video received an invitation to take part in a time-management workshop at a discounted price.

Now, these workshops weren’t cheap, but Stanley managed to grow his business to seven figures using tactics like these.

With a little imagination, you could do the same. How do you get started?

Putting Email Marketing Into Action

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Are you overflowing with ideas about how to use email funnels to boost your customer engagement and sales yet?

Now, all you need is a mailing list…

Unless you know how to find awesome qualified leads on your own, fill in the form below and download my eBook about creating an automated lead generation system and let’s get started.

Lead Generation

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Interview with Dan Englander – New Businesses & Lead Generation

Episode 29 - Dan Englander

DID YOU KNOW?

Building your agency based on referrals is like jumping into cold water!

Also, if you think Lead Generation is nothing more than picking up the phone and setting up meetings, then you're wrong!

In this week's episode of The Agency Accelerator, I'm excited to have Dan Englander. He is the CEO and founder of the Sales Schema, a lead generation firm for boutique ad agencies, and a fellow podcast host of the Digital Agency Growth Podcast. He is also the author of Mastering Account Management, the B2B sales blueprint.

We are going to be talking about new businesses and lead generation

[0:47] Introducing Dan Englander.

[2:10] What does Sales Schema do?

[4:01] My conversation with a potential client that built their business based on referrals.

[4:48] Building your agency based on referrals is like jumping into cold water.

[5:43] Dan's advice to agencies that have realised that relying on only referrals isn't going to be enough to help them grow.

[7:42} Importance of niching.

[9:08] Why are agencies today scared to commit to Niching?

[12:41] The question you need to ask yourself to find your niche.

[13:54] Dan's point of view on the impact of ongoing pandemic on businesses.

[19:28] Importance of Email Marketing.

[20:39] Under appreciated facts about B2B sales & marketing.

[21:14] Importance of having an authentic approach across all communication mediums.

[24:08] Getting under the skin of your clients. 

[27:08] When your clients ask for ‘A’ but they actually need ‘B’!

[31:55] The biggest ingredient for a successful business is consistency.

[33.38] It takes 13 months for someone to come into my world, learn with me and to buy from me. 

[38:01] Dan's one piece of advice that he would like to go back in time and give to his younger self.

[39:04] Where can you find out more about Sales Schema?

For more info on Dan's agency, Sales Schema, visit the website.

Also to learn more about niching, you can download my e-book 'Defining Your Niche'.

Subscribe & Review

Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!

You can subscribe/ follow on iTunes, Spotify or directly from my website.

I would be very grateful if you left me a review over on iTunes, too as they will help other people to find my podcasts and it's also great to read your comments!

Thanks so much,

Rob

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