Tag Archives for " business development "

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

Business Development Strategies

Business Development Strategy

Are you struggling to convert leads into prospects, and prospects into customers?

Have you depended on referrals & word of mouth as your only source of generating new business? It might seem like an easy way to win clients, but there are some major flaws to it too (as have been highlighted during this pandemic!).

In this week's episode of the Agency Accelerator Podcast, I talk about why relying on referrals & word of mouth as your major business development strategy can be a fatal mistake, and talk about some key proactive marketing & business development strategies you should always be focusing on.

[1:58] The two major flaws about relying on just referrals or word of mouth

[3:19] Understanding Your Target Niche

[3:54] Identifying your Ideal Target Customers

[4:19] Marketing advice to agency owners

[6:32] Moving your audience through 3 stages of getting to know, like and trust you to buy from you

[7:39} Recognising that the Sales Cycle rarely very short

[8:27] Creating Value-Added Content

[9:35] Taking a Value Selling Approach

[10:11] Converting Leads to Customers

[11:51] An idea for a re-engagement campaign with past clients to generate some immediate business

[13:13] Using LinkedIn as an outreach platform

[14:39] Interviewing Dan Englander in the next week's podcast

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

Writing the winning pitch or proposal

Be your own heavyweight Champion

How much time do you spend writing a pitch presentation or proposal? Probably a lot – especially if you want to have a chance of winning the work! But how much time do you spend really getting beneath the surface and understanding what the client wants (beyond the brief)? Pitching and proposal writing is fraught with challenges and politics that we often don’t know about unless we are prepared to dig a little deeper before putting pen to paper.

The first thing you need to establish is if you are a good fit for the client and vice versa. There is little point investing a ton of time into the pitching or proposal process if you don’t feel you are a good fit or can deliver what they want. Next you need to go into ‘fact find’ mode and learn as much about the client and what they are looking for BEFORE you start pitching. This is a stage that is often overlooked and businesses go headlong into the proposal process only to find they were wide of the mark.

The price is right

An important point to remember is that the client isn’t usually looking for the cheapest option so don’t lead with this. Instead demonstrate you really understand the client, their market and their challenges. Also establish what their real requirements are – speed of delivery? Creative solution? Empathy with your staff? Experience? And last and often least, pricing.

My final piece advice in this short blog is to only agree to write a proposal when you have qualified the client. Do they have a genuine need? What are their time scales? Do they have a budget? Why now? Too many businesses are excited to get the opportunity to pitch so go blindly into it without proper qualification and end up giving the client some great market research……… for them to use somewhere else!

If you want to learn more about this time consuming and challenging process then come along to the Brighton & Hove Chamber’s bite-sized learning event on June 18th on this very topic. We ran this workshop last year and it was so popular, we are running it again!

Also look out for a new whitepaper I am writing on this topic.

 

Do you follow business development tasks to their natural conclusion?

Completing tasks

I am a great believer in not starting something unless I plan to finish it.  Yet how many people start tasks or projects and never get around to finishing them – what a waste of time and energy!

Never is this truer than with a marketing or business development campaign.  Lots of effort goes into planning and delivering a campaign, some great content is produced and then leads start to come in but people are busy doing their ‘day job’ and don’t follow the leads up in a timely manner or at all, and very quickly these leads go ‘cold’.  Think how much each of these leads cost you or your business?  A great example of this was a company that spent £20k attending an exhibition and designing/building an eye catching stand.  They were at the show for 3 days (think about the time that cost from being away from the office), generated about 100 leads from the show but when they all got back from the event they all got busy catching up with work and failed to follow the leads up in a timely manner.  Considering the direct and indirect costs of this, each lead cost the business around £300 so to not follow up immediately after the event was a huge and expensive mistake.  I am sure this is a familiar story to many of us.

So I always tell my clients – don’t start something you don’t think you will be able to finish.  It’s better to do fewer things well and thoroughly than do lots of things badly!

If you want some support around this or with your business development, then please get in touch.

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