Multi-Location Regional Bank Win Social Media Agency Located In New York
Our client closed an initial $150K piece of business with Valley Bank, with work ongoing.
Prior to engaging with RSW/US, this agency’s primary new business vehicle, referrals, was slowing.
As with so many agencies, no one was dedicated to new business development internally, no formal process to diversify prospecting existed, and too large a percentage of billings was represented by a few key clients.
Our client wanted a better strategy and approach for continuous growth.
Because our client’s positioning was so broad, we thought it important to target one area of strategy and opportunity with certain segments our client hadn’t focused on previously.
The RSW/US team further refined the list by identifying prospect companies with a social media presence that could be improved.
Targeting a key group of prospects every 4-5 weeks, the RSW New Business Director (NBD) was able to focus her research, unearthing news that a mid-sized regional prospect was expanding.
The NBD reached out to speak to what improving their nearly nonexistent social media presence could mean to the bottom line.
However, as the financial space is notoriously difficult to break into using email, the NBD also relied on an underappreciated agency new business channel: the phone.
She left concise VMs to further convey relevant social media insights. Little did she know that the VP of Marketing was forwarding these messages to their team as examples of
what they could be accomplishing.
After more than a dozen touches were made over 7 months, the NBD secured a meeting for our client.
RSW/US is an outsourced agency lead generation and new business development firm that works exclusively with marketing service companies to find and win new business.
We help agencies by better positioning them in the market, finding qualified leads, setting meetings and helping move them closer to close.
As Vice President of Sales at RSW/US, Lee drives sales efforts to bring ad agencies and marketing services firms on board with RSW, creates content around successful new business tactics and takes part in RSW/US marketing objectives, including social media channels, blog content, webinars, video and speaking engagements. You can find him on LinkedIn (https://www.linkedin.com/in/leemcknightjr) or Twitter (@leemcknightjr).