Tag Archives for " PR "

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

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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]

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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

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

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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

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