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The Most Important Marketing Question

Peter · May 20, 2023 · Leave a Comment

An Important Marketing Question For Advertising Agency Leaders

important marketing questionTo help you set your mind in a groove for future marketing planning (as in agency positioning, business development, and even business development) ask yourself:

If you were a client, would you hire you vs. your competition?

Honest answers include:

  • If yes, great.
  • No, oops, better start to rethink your agency’s master business model and/or biz dev marketing. I
  • If you don’t know. Yikes.

OK. One More Marketing Question.

If you wanted to sell your agency, would you buy you?

Both of these questions (and way more) are addressed with detailed thinking and data in my new book…

“How To Build A Kick-Ass Advertising Agency.”

Airbnb’s CEO Brian Chesky On Remote Work

Peter · May 15, 2023 · Leave a Comment

Remote WorkAirbnb’s CEO Brian Chesky on Remote Work – A Very Smart Take For Advertising Agencies

I just listened to a Verge decoder interview with the rather brilliant Brian Chesky. Definitely worth a listen to hear his take on new Airbnb features and, most importantly to me and anyone in creative management, how he manages the remote work, office + work-from-home issue. Here are some key takeaways on how to think through remote work and who should or should not come into the office…

Go, Brian:

I generally think the future is flexibility. Here’s the calculation every CEO has to make: are you more productive having people physically in an office together and then constraining who you hire to a 30-mile or a 60-mile commuting radius to the office?

A lot of our software engineers or accountants, certain types of lawyers, we probably don’t need them physically in the office with everyone else. There’s certain creative functions or people on certain teams that we probably do want together physically quite a lot.

Now with regards to remote work, again, just to clarify something, we’re not purely remote, like we have really nice offices, and many people come to the office every day. We just don’t mandate people come to the office every day.

And then the question is, “Do we need them together 50 weeks a year?” And the answer for us is no.

A lot of young people are realizing they could go to another country for a month at a time or a few weeks at a time. When I was in my 20s, I never imagined living in another country for a month. But I actually do think you’re going to have a generation of people that are going to be much more mobile, that are going to potentially choose, at different points of their lives, to live in different parts of the world.

And by the way, last April, we put out our policy and said Airbnb employees can live and work anywhere. But I said, “I do not think the future is remote work. I think the future is flexible.” And I said, “We want to combine the best of Zoom with the best of being together.” We don’t want to recreate this world of Wall-E where everyone’s just staring at screens all day and no one has any interaction in the physical world.

So, but the answer, maybe the final answer to your question is this: the more organized you are, the more you can, the more flexible you can be with employees. So I always wondered, why do you need people in the office to know if they’re working? If you have everyone on a road map and you track everything every single week, then you don’t need people to be in an office to know they’re getting work done.

The value of being in the office might be human connection. The value of the office might be that if we live our lives in front of a screen, we’re going to be very lonely. The value might be that it’s hard to trust people when you never have face-to-face interaction. And the other problem with Zoom is you can’t have side, hallway conversations.

I Agree – Remote Work Is Here Forever

I also agree that flexibility is the key. I wrote extensively about this in my new book How To Build A Kick-Ass Advertising Agency. Its 27 chapters cover every aspect of how to run a kick-ass PROFITABLE advertising agency. 

The Full decoder Interview Is Here

A Perfect Sales Proposal 2023

Peter · May 9, 2023 · Leave a Comment

A Perfect Sales Proposal Thinks Like This…

sales proposalThe perfect sales proposal addresses the prospect’s main issues. The ones they’ve discussed and the ones you’ve figured out on your own by digging in.

Your feedback and insights prove that you understand their needs. It is about them.

Sure you have to sell yourself or your agency. Concentrate on selling the right set of your services that will directly meet their needs. Do not ramble.

Your sales proposal must be on point. Keep It Simple Stupid.

Your smart pitch recognizes how brains work. Think Aristotle:

“Tell them what you are going to tell them, tell them, then tell them what you told them.”

Yes. Buy my pitch book… Your competition has it on their bookshelf. It includes even more help on building the perfect sales proposal.

The Levitan Pitch. Buy This Book. Win More Pitches.

Plus… You will love my next book: How To Build A Kick-Ass Advertising Agency. Out soon.

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Read Daniel Pink

WOW: A Chef Makes Big Bucks On TikTok

Peter · April 27, 2023 · Leave a Comment

The Show “Chef Reactions” Is A Mega Hit On TikTok

How does this shit happen? All of a sudden I’m watching the TikTok show “Chef Reactions” every day. Somehow it arrived in my feed and because it is so cool I subscribed. In the show, an unnamed very glib chef reviews the cooking videos of other cooks. Some are good recipes and some just suck. The show is funny and kinda instructive. All C/O of a cool unnamed dude.

I just listened to an interview with the chef on Peter Kafka’s Recode Media podcast. Listen to it.

This guy has gone from zero to 3 million Followers. Is now also on Instagram and Twitter.

BUT! BUT! $$$ $$$

Hyundai is now a sponsor. He sells merch. And, was just signed by Endeavor. #TikTok == Congress, do not kill this.

ABM As In Account-Based Marketing Fails

Peter · April 21, 2023 · Leave a Comment

account-based marketingAccount-Based Marketing Anti-Failure

I help my advertising and marketing agency clients build effective ABM – Account-Based Marketing programs. I’ve seen some failures over the years and want to share my thoughts on failure over the next few newsletters. Here is a quick list:

  1. You cannot build your best prospect list because you haven’t accessed the right information and data. As a result, your target list is too broad and undefined.
  2. You do not personalize your outreach content.
  3. Your marketing and sales teams are not aligned.
  4. You do not give your ABM programs the time to become effective. This isn’t usually an overnight/one-time hit tactic. As in, your sales cycles might be too short for pure ABM, and worse you are way too impatient.
  5. You do not have an efficient, smart, hard-to-resist thought leadership program. Plus, you might not be sending unignorable content out into the world. Be not boring.
  6. You haven’t allocated the right budget for your Account-Based Marketing efforts. There are staff, design, and marketing costs. Plan well.

ABM works if you have a solid plan. Full stop.

More ABM Insights

I will riff on these fails. soon.

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