Content, consistency, and conversions for agency business development
We’re excited to post Chip Griffin’s most recent “Chats with Chip” episode, “Content, consistency, and conversions for agency business development” featuring our VP of Sales, Lee McKnight Jr.
Chip and Lee discuss RSW/US’s most recent survey report, coming in mid-October, indicating optimism among agencies, and explore the role of AI in business development, emphasizing its current limitations but potential in the future.
They advocate for a consistent, omnichannel approach for business development, which should include outbound, referrals and content creation like podcasts and videos to foster expertise and client relationships.
The conversation also covers the challenges agencies have been facing in 2024, such as prolonged sales cycles and client budget constraints, and how that’s starting to improve.
The episode concludes by highlighting the need for persistence in business development efforts and the benefits of continuously providing valuable resources to prospects.
Key Takeaways for agency business development:
- Lee McKnight, Jr: “Build it and they will not come just because you’ve done it. Now you’ve got to get it into your prospect’s lap.”
- Chip Griffin: “You need to find whatever tactic it is that you can do well, that you will keep with, and that will help you to build your business much more quickly.”
- Lee McKnight, Jr: “Agencies are going to default to referrals as they always have. And that’s not a bad thing. In fact, it’s a fantastic thing.”
- Chip Griffin: “The reality is that AI, like many things, can be very helpful. But it is not a replacement for anything.”
