When agencies are considering our services, one of the first questions I typically ask is how they’ve handled new business in the past and are currently handling it.

One response I often get when an agency is considering a change, in regards to past performance: “we had someone internally but the prospect meetings didn’t go anywhere.”

If this describes your current new business program, you need to think about what that really means, because there are several, brief stages of analysis you should subject your current meetings to.

Obviously if you feel the meetings from your new business program, whoever is handling it-you, a new business director, a team, etc, “aren’t going anywhere”, a change needs to be made.

But that change can take a few different paths, and could be a simple tweak, or a sizeable change.

The first place to start, perhaps unsurprisingly, is asking,

Why you think prospect meetings are going nowhere

We shot an episode of our 3 Takeaways series (3 Ways To Break Through To Your Oversaturated Prospects) on how digitally saturated your prospects are today-how much more noise surrounds them than ever before.

Agency new business, and sales generally, has always been about getting your prospect’s attention in a meaningful way.

COVID has isolated many of your prospects, and while there are, in theory, less interruptions during the workday at home, it’s caused all of us to, arguably, work harder and longer.

And for those prospects with children, it adds another layer.

So-point being, your prospects are constantly surrounded by distractions, by noise (literally and figuratively). And it doesn’t go away after the first meeting or conversation – agencies often forget this.

A stat from one of our reports:

69% Of Agencies Say It’s Tougher To Break Through To Prospects.
There are many reasons for this, besides all the noise – agency positioning that doesn’t resonate, a lack of specialization, lack of consistency in the effort, and there’s more to the list.

But back to the noise: it’s not just your competition – it’s other companies and vendors vying for their business, their daily workload, their personal lives-most agencies don’t really think about the scope of all this noise and how much of it surrounds their prospects.

And don’t think just because it’s a referral that the noise goes away.

And so from this, another stat is apropos:

 

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