Category Archives for "Podcast"

CRM & Automation – Interview with Lindsey Pickles

Lindsey Pickles

In today’s episode of the podcast we are talking all things CRM and marketing automation.

I am excited to have Lindsey Pickles from Bright Dials on the podcast. Bright Dials helps companies get to grips with their customer data by implementing customer relationship management (CRM) systems and marketing automation tools as well as the processes to support their successful use.

Time stamp

1.03 Who is Bright Dials?

1.35 Definition and difference of a CRM and marketing automation system

2.34 Why is it so important for companies to implement CRM and Marketing automation? 

3.10 What would you say to someone who doesn’t have a CRM in place and doesn’t have customer data stored in one place?

5.27 How do you start untangling where they are at right now and what they need?

8.40 What does volume costs mean?

9.35 At what stage should an agency start investing in CRM and automation?

10.24 Efficiency gains from using these tools    

11:55 Understanding your numbers and data  

13:00 How do you select the best tools

14:14 What is your view on one tool that can do it all rather than using individual tools and integrating them together?

16:36 Example tools you can use  

18:49 If you are new, what should you do next?   

20:10 Customer journey mapping

22:45 Closing the leaky bucket

23:00 If you could go back in time and give your younger self, just starting out in business, one piece of advice, what would it be?

Useful links:

You can contact Lindsey:

LinkedIn

Website: www.brightdials.com

Terminology guide

Download The Self-Running Implementation Book

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 Apple, Spotify or directly from my website.

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

Thanks so much.

Business Development Strategies (part 3)- why you can’t rely on referrals

Rod Da Costa Business Development

In today’s episode, we wrap up this mini-series on business development. 

Today my focus on is why you shouldn’t rely on referrals and word of mouth for new business – especially in the current environment. I explore how to build proactive campaigns that engage with your target audience and move them through the sales process until they become a client.

Timestamp

1:10 Why doesn’t word of mouth referrals work as your major form of business development

1:35 The impact of remote working

2:00 The risk of relying on one form of new business

3:00 Most business development strategies have a medium to long term impact

3:30 One short term business development strategies strategy

4:00 The key is consistency and persistence

4:44 The importance of focus

5:00 My own experience with this podcast

5:50 The importance of niche and defining your ideal target customer

6:00 Meeting your audience where they are at

8:00 Addressing your ideal target customer’s “pains and gains”

8:25 Nurturing content

8:50 The 3 stages of your sales funnel

9:14 Don’t expect results in the short term but you need to start today!

10:08 Should you outsource business development?

11:15 Nurturing referrals and word of mouth 

Useful links:

eBook: Defining You Ideal Target Customer

eBook: Finding Your Niche

Download The Self-Running Implementation Book

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 AppleSpotify, or directly from my website.

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

Thanks so much.

Business development strategies (part 2) – Interview with Darryl Sparey

Darryl Sparey

In part 2 of the business development interviews, we chat about what is working and what isn't working in this new predominantly online world of doing business.

We explore some mistakes that agencies are making and how to avoid them.

Time stamp

1.05 Introduction to this week’s guest, Darrly Sparey from Hardnumbers

2.21 What changes have you seen in the business development landscape in 2020?

3.20 Why you should not be embarrassed to sell    

4.00 Don’t make it about you!

5.08 Earning the right to sell to your audience

6.14 Applying a similar right approach to your website    

8.10 Where does your website fit in the sales process

9.10 How you present yourself to a prospective client

9.42 Your point of difference

11:25 The Ideal Customer Profile

12:25 Should I be selling in this challenging time?  

14:45 Why you should not be cutting your marketing budget right now! 

15.39 As an agency owner, what should you focus your money and time on?

16:18 Create a list of your dream clients

17:00 Don’t just focus on existing clients

17:43 What does building relationships look like in this new ‘online’ world?

18:45 Using communities to build relationships

19:44 What is working and what isn’t working right now?

20:20 We are not working from home we are living at work

21:20 Be an enabler for networking for your clients & prospects

23:10 The benefits of being in a group/community

23:36 How do you cut through the online noise?

25:46 What is the one thing you would not recommend agencies doing right now

26:45 Consistency and persistence is key

28:45 Make your business development time non-negotiable

29:25 Revenue, strategy and admin

30:00 The importance of a CRM system

31:00 What advice would you give your younger self?

32:30 What is your notional hourly rate?

Useful links:

You can contact Darryl via Twitter @darryls and @hardnumbers

eBook: Defining You Ideal Target Customer

eBook: Finding Your Niche

Download The Self-Running Implementation Book

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 Apple, Spotify or directly from my website.

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

Thanks so much.

5 tips to improve your website

5 tips to improve website

Welcome to today’s episode of The Agency Accelerator Podcast.

It drives me crazy that so many websites fail to truly serve their audience, so much so that I decided to record a episode of the podcast on this topic.

I recently posted on LinkedIn about this and it generated lots of opinion including some conflicting viewpoints to my own which I always love and show that this is an important topic.

If you follow my podcast or regularly read these emails you will know I am a big fan of making your website the “centre of your marketing and business development universe” and that means all of the various biz dev activities, such as email marketing and social media, should drive traffic to your website and then when the reader gets there, it should be really clear about the action you want them to take next. It also means making your website more than just 'brochureware'.

Yet most websites fail to do this.....

Instead, so many marketing agencies pay little attention to their website but rather make it look the same as their competition following the same old designs. For example, they start off by saying how great THEY are & what THEY can do for YOU! 

This is a typical website header (taken from a random agency website I found on Google):

'We’re a creative design consultancy. For fifteen years we’ve been creating and redefining brands, helping our clients stand out and be more successful'

Let's explore what is wrong with this:

1.  Your website should very quickly demonstrate who it is aimed at & show that you understand your audience so that it motivates the viewer to want to read on. So talking about what you do at this stage, is completely wrong! And this headline gives no clue as to who they help.

2.  If your website is full of 'We' then you need to change your language to make it about YOUR CUSTOMER, not YOU (at least at first).

3.  The “above the fold real estate” of your website is super valuable & you want to make it clear what you want your reader to do next. That usually means adding in a button to download something of value (e.g. an eBook, a top tips sheet or a tool) in return for their email address.

Bear in mind in this part of your website you want to show your customer that you really understand their pain points and then show how you can solve them. So for me, I might say on my website “Is your agency taking one step forward and one step back?” or “Are you frustrated that you can’t win a consistent flow of ideal clients?” or “Do you wish your staff would step up?” I know these are some of the key pain points and if a viewer were reading these and they fit my ideal target customer profile, then they would be inspired to read on because they would feel the website was talking directly to them! 

4.  Using a "subscribe to my mailing list/newsletter" or "contact us" link is a waste of time because people who don't know you will rarely jump to this stage of the sales process (and without being a mind-reader, I bet you get few enquiries/leads this way). 

Remember you need to build KNOW-LIKE-TRUST before someone will buy from you.

5.  Be clear what you want your website to be: If it’s just ‘brochureware’ then you're missing out on a great opportunity to use it as a lead generator.

As I said, there seems to be comfort in conformity, in that if you look like every other agency then it’s easy, safe and you are not rocking the boat.

But surely it would be better to buck the trend & look different, and that starts by showing your ideal target customer you really understand them and their pains (that your product or service can solve).

Useful links:

Download The Self-Running Implementation Book

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 Apple, Spotify or directly from my website.

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

Thanks so much.

Rob

Business development strategies (part 1) – Interview with Brad Smith

Brad Smith

In a challenging world, word of mouth and referrals may be drying up as we do less face to face meetings so in this episode of the podcast I interview Brad Smith from Succeed.Digital and we talk all things business development.

Time stamp

2:26 Who is Succeed.Digital?

3:10 What are the biggest changes you have seen in the agency landscape in 2020?

Two types of agency: 

-      Those who went into lockdown mode and tried to hold out and their business has fallen off a cliff!

-      Those who used this opportunity to look at new ways at doing thing from their sector, type of work and service to clients

6.20 Word of mouth & referrals has dried up

There is no better way of winning new business by referrals because they are ‘warm leads’ so you should have a referral programme in place. However, this cannot be the only form of business development

8.00 Inconsistent consistency – you cannot base your business dev strategy solely on referrals. It should form a maximum 25% of your new business strategy

10.15 You have no control of when referrals come in or the quality of the referral or if they fit into your niche

12.00 New business strategies need to focus beyond the next 3 months. Sales need to focus on the next 12 months and use multiple channels.  . Most agencies are short term quarterly focused.

16:00 Introducing new services when you need more sales

Understanding your customer needs and researching and validating new ideas before you launch

18:00 5 questions to ask clients to build stronger relationships with your clients

N – Now:

“What is the most valuable service we provide you now?”

E – Enjoy:

“What do you really like/enjoy about working with us?”

A – Alter:

“What would you most like to alter about the way we work we with?”

D – Decide:

Decide: “What made you decide to choose us?”

S – Stay:

“ What would make you stay with us over the next 2 - 3 years and beyond?”

23:40 At what stage would you have these conversations with a client?

 24:40 Don’t assume you know what your clients want!

25:57 What 2-3 tips would you advise someone to do it they need new clients now?

29:50 Know me, Like me, Trust me, Help me

32:30 Outbound sales and marketing strategies

Useful links:

You can contact Brad at [email protected]

Validation guide for launching a new product or service

Download The Self-Running Implementation Book

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 Apple, Spotify or directly from my website.

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

Thanks so much.

Rob

Why you should not rely on referrals to get new business

Welcome to today’s episode of The Agency Accelerator Podcast.

If you get most of your business from existing clients and referrals then this podcast episode is an important one to listen to.

When I meet a new client or prospect and I ask them how they get their new business they will often tell me rather proudly that they get all of their business from referrals and existing clients and they have no other major business development strategy then they’re in for a bumpy ride. 

In this episode I explore what is wrong with solely relying on this strategy for your business development and why, even if it’s working for you now it probably won’t work for you at some point in the future. So, before you hit a deep famine period you need to put in a more proactive business development strategy that will provide you with a constant stream of ideal target clients.

Timestamp

1.00 Do you get all your business from referrals and existing clients?

1.28 If so you are in for a bumpy ride!

1.51 What is wrong with this strategy?

2.27 You have no control as to when referrals come in, the frequency and their quality

3.17 Making your network your sales team

3.50 What do you do if you need new business NOW?

5.15 The concepts of a sales funnel

6.13 How NOT to use LinkedIn to build business!

7.00 How to sell a bottle of water

7.54 Nurturing your audience through the KNOW-LIKE-TRUST journey

8.27 Many agencies are poor at the middle part of the sales funnel

8.45 The importance of providing value to your audience

9.50 Why providing value 80% of the time and 20% selling is the right balance

10.25 The importance of building your mailing list

10.54 The 3 stages of converting a prospect to a customer

11.29 Why cold outreach doesn’t work

11.50 The importance of your website to generate leads

12.52 How I make this work on my website

13.18 What should you be giving away as ‘gated content’

13.55 The importance of building your mailing list – get started today!

14.25 How to come up with email content ideas (see link below)  

15.00 A simple marketing strategy

16.11 Your customers are ready to buy when they are ready to buy not when you want them to!

16.47 Do a few things really well and consistently – keep monitoring, measuring and refining

18:20 You need to start TODAY!


Useful links:

Blog on email marketing (you can also download the Content Twister I mention in the podcast here).

Grab a copy of my book (which in itself will provide a ton of value) and see how my email nurturing sequences works.

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 AppleSpotify or directly from my website.

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

Thanks so much,

Rob

Virtualising Your Agency – Interview with Jim James

Virtual Agency

Welcome to today’s episode of The Agency Accelerator Podcast.

I was really excited to have a chance to sit down and talk with Jim James from EastWest PR and learn all about how he runs an agency that is based in the UK yet serves clients in Asia we discuss how to set up the systems and processes how to recruit and manage staff when they are dispersed around the world.

Now I always tell my clients that it is very difficult to build an agency using freelance staff because it’s like building a business on quicksand however Jim shares a very different perspective to this and outlines exactly what he has done to build his agency using freelance and contract staff.

Time stamp

2.10 Why did you move around from the UK to Singapore and China?

3.25  In the current environment we can work remotely but if you are working internationally how do you build relationships and overcome cultural differences?

5.05 How do you build relationships with journalists when you are based in a different country? 

8.50 The fundamental difference between Western media and Asian media

9.52 What does virtualisation of agencies and moving to the ‘UBER model’ mean?

14.09 The importance of building a platform to work with remote team members

14.54 The importance of the relationship between the owner and the external consultant and how you work out the financial splits

17.05 The advantages of adopting the UBER model in an agency

17.25 The flip side of how I advise my agency clients ‘that it’s difficult to build an agency with freelancers’

18.10 How do you find enough good freelancers that can deliver to the quality levels you and your client’s expect?

20.51 The importance of finding consultants with credibility and experience

22.19 The importance of having processes that are constantly and consistently used

24.00 Matching consultant’s contracts to client’s contracts

 24.46 Jim believes it’s easier to find freelancers than it is to find high quality in-house staff

25.36 If you could go back in time and give your younger self one piece of advice, what would it be? This answer is one I haven’t had before!!

26.43 Where can people find out more about you?

Useful links:

You can contact Jim by visiting his website: www.eastwestpr.com

Come and join us in The Self-Running Implementation Group

Download The Self-Running Implementation Book

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 Apple, Spotify or directly from my website.

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

Thanks so much,

Rob

Getting off the Client Service Hamster Wheel Of Doom!

CSHWOD

Do you want to avoid CSHWOD in your agency? 

It’s my new favourite term!

Many agencies tell me that they just don't have enough hours in the day because they are so run ragged, serving the demands of their clients, and they fear if they say NO they will lose the client. They end up stuck on the Client Service Hamster Wheel Of Doom (CSHWOD!). Let’s dig into this and explore some solutions.

Timestamp

02:09 Consider that when you say YES you are saying NO to something else

03.05 The first steps to changing this

3.15 Two kinds of change you need to make

4.06 Getting clear about your scope of work

4.37 Getting clear about service levels

6.13 Ring-fencing time to work ON your agency

7.32 Get stronger boundaries with clients and staff

9.33 Working with ideal target customers

10.23 Allocating time every week to work on your agency and support your team

12.05 Having respectful relationships with clients

Useful links:

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

LinkedIn Learning – Interview with Tracey Burnett

Linkedin Learning

Linkedin is a great platform to engage with your ideal target customer yet there are many who use it poorly and don’t get results they hope for so move on to something different.

If you've been trying to use LinkedIn to support your business development activities but haven’t yet got results, then listen to today’s episode of the podcast.

Today I am delighted to chat with Tracey Burnett, who is a Linkedin specialist and we're talking all things Linkedin; how you can hone your profile as well as a number of invaluable tips on how to maximise the use of LinkedIn to engage with your target audience.

[2:07] Introducing Tracey Burnett - a LinkedIn specialist helping businesses find new clients on LinkedIn.

[3:41] Tracey talks about how you can create an appealing Linkedin profile.

[8:37] 5 tips on how you can maximise the use of LinkedIn to engage with your target audience.

[12:18] Measure performance, improve engagement & grow your audience on Linkedin with Shield (Tool for analytics).

[13:33] 5 tips on how you can maximise the use of Linkedin for reaching out to your target audience. (continued).

[22:47] Do’s and Don’ts for reaching out to your potential new audience on Linkedin.

[28:28] Tracey's one piece of advice that she would like to go back in time and give to her younger self.

Website: www.traceyburnett.com/
Linkedin: www.linkedin.com/in/traceyburnett/

Come and join us in The Self-Running Implementation Group
Download The Self-Running Implementation Book

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 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

>