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Your Advertising Agency Must Kick Ass In 2017

Peter · December 21, 2016 · Leave a Comment

Dear Advertising Agency: Kick Ass In 2017

harder-to-win-advertising-agencyAs you will see below, times are tough and getting tougher for advertising agency business development. Clients are confused; are (massive understatement coming…) a bit uneducated in all of the new advertising options; worried about their budgets; worried about ROI; worried about data overload; find it hard to work with a range of specialists from PPC to video to mobile to chatbots and on.

Oh, and if you are an advertising, digital, PR, SEO, PPC, experiential and on and on agency… you have like (massive understatement coming…) 4,000 agency competitors ranging from multinationals to single really smart dudes (as The Donald says) who are working from their bed in New Jersey.

Daunting?

Sounds daunting, right?

Sure, sales is daunting. But, the only people that will win new business in 2017 are the people that kill it. Sleeping through your business development program (or lack thereof) is, well, sleepy. From a sales perspective, given how tough business development has become, being sleepy is not gonna work. Your agency will fail.

The only advertising, digital, PR, SEO, PPC, experiential agencies that will grow in 2017 are the ones that realize that EXECUTION rules. Having a business development / sales plan is nice (and most agencies do not have one.) But, having that plan and not kicking ass with it, as in executing, is a losing proposition.

It’s Tough Out There

eMarketer’s advertising agency new business article, “Agencies Face Tougher New Business Environment” was in my inbox last week. The article references RSW/US’s (always smart) industry research. In this case,  RSW/US reports that…

“In an October 2016 survey of ad agency professionals by business development group RSW/US, 43% of respondents said that obtaining new business had gotten either “harder” or “a lot harder” this year.”

Surprised? I’m not. Sales isn’t easy.

harder-to-win-advertising-agency

OK, So It Has Gotten Harder

What is your advertising agency going to do about it? Here are some of my thoughts and advice from working with dozens of agencies on their sales plans.

But first, back to my rant. Everything I am about to say is smart and actionable. However, if you do not actually do it, as in run it, 24/7 you will fail.

The 2017 Advertising Agency New Business Sucess List

This is the must do list. Once you agree to this list, the hard part is doing it. Yes, I am repeating myself. The single biggest issue confronting advertising agency sales is not running the plan. And. I do know all of your excuses for not running your plan with any consistency.

Can the excuses.

  1. Have a business plan that outlines how your agency is going to make money.
  2. Build your agency to deliver on the promises in your business plan.
  3. Do not be one of the 17% of agencies that actually admits that they “Can’t make the investment in a new business program.” WHAT 17%? Are you kidding me? I bet that 17% is probably more like 30%. If 30% of advertising agencies do not invest then you must.
  4. Have a business development plan that is based on what the market needs.
  5. Make sure you treat your business development program with the same care and attention you deliver to a client. Put sales on your daily production list.
  6. Know exactly who you want as a client. Have a set of criteria that makes sense for your agency.
  7. Position your agency for success. What does that mean? It means that you cannot be everything to everyone. Know if you are a skill set specialist; a client category specialist; a regional or global specialist; a demographic specialist. “Specialist”… get it? If you want to “break through to prospects” (see the RSW/US research), give them a single-minded sales proposition.
  8. Build brand messaging that clearly supports and amplifies your positioning.
  9. Tell the market that you are the leader. Be bold.
  10. Please… have a website that is more than a brochure; that does not look like your competitor’s WordPress site; that is designed to sell; that creates some agency to client chemistry and then asks for the clnet to make contact. Make them an offer they cannot refuse.
  11. Have an inbound marketing strategy. An attraction strategy. One that makes sure that you can be found by that client that wants to meet you.
  12. Go outbound to talk directly to the prospective clients that you have on your master list. Use the tools that will get their attention. I mean everything from direct mail 9yes, paper) to facebook ads to email to Instagram. Whatever makes sense for the category you are pursuing.
  13. Be a thought leader. I mean an INSIGHT leader. Have things to say that cannot be ignored.
  14. Busy? Use design, copy, sales, research or whatever outsourcing to help you run the plan.
  15. Be an unignorable agency.
  16. Write RFP’s that follow instructions to a ‘T’ then find a way to kick some ass to stand out.

OK, Last Point

download pitchYou have a business plan. You’ve run a smart sales program. You got that RFP. You nailed it. You’ve been invited to pitch the business. Now, do not look and sound like every other agency.

Pitch smarter than the other agencies. Buy my book. Win more pitches.

 

The Best Advertising Ever

Peter · October 22, 2016 · Leave a Comment

Volkswagen: The Best Advertising Ever. Period.

enhanced-buzz-wide-3332-1378046655-15Best advertising ever?

OK, one of the best advertising campaigns – ever. No question. This legendary campaign from the Mad Men days and Doyle Dane Bernbach was, well, fucking brilliant. Great strategy, lean approach, super fine copy (read it oh ye content writers), art direction and photography. These ads were impossible to NOT read.

Please watch this video below: “Remember Those Great Volkswagen Ads?” (especially if you are under 40.) Hear the people who made the ads talk about making some of the smartest advertising ever.

Remember, this campaign pitted Volkswagen’s tiny post-war German car against Ford, Chevrolet, and Dodge. Not an easy play. This is a good, free, marketing lesson for us all. Buzzfeed has all of the ads right here.

The BIG Idea

Advertising has gotten a bit too complicated these days. Words like programatic, bots, content, analytics, SEM, funnels, infographics, authentic and on. We can easily forget that is all about the BIG, impossible to ignore, strategic, yet oh so simple… BIG idea. The idea that captures our attention and excites.

Ode to my audience of business development directors: You’ll win more new business if you… Deliver ideas and insights that capture your prospective client’s attention and excite them. AHA! moments just like Volkswagen did.

 BIG ideas follow…

ActiveBuddy & SmarterChild & Advertising

Peter · November 2, 2015 · 2 Comments

ActiveBuddy & SmartChild & Me

home1I am writing about ActiveBuddy technology and the instant messaging bot SmarterChild for three reasons.

#1: Last week a journalist asked me about ActiveBuddy and SmarterChild because of Amazon’s TV commercial promotion of Alexa (a very limited bot-like experience, if I say so myself) and its similarity to ActiveBuddy, a company I once ran. The questions got me thinking about some personal history.

#2: It is an interesting early internet story about the intersection of technology and vision.

#3: The ActiveBuddy natural language technology and use cases were compelling ideas that would have made a very big impact on how we use the internet and advertising had the 2002 Internet bubble not burst in our face. Yes, I actually believe this chest-beating thought.

Where do I fit in? I was a founder and CEO of ActiveBuddy from 2000 to 2002. ActiveBuddy was an early, and if you believe our press – this one is about our first commercial customer, the rock band Radiohead – was much more powerful and ambitious form of Apple’s Siri and Amazon’s Alexa natural language experiences.

BFF

Our vision was to offer no-cost all-knowing instant messaging and mobile text-based ‘bots’ that knew its ‘buddies’ intimately (that means it got to know you) and securely and became your BFF on the internet. When you logged into your instant messaging account our technology recognized you and remembered all of your past interactions (like when you asked what’s playing at the movies, it knew you lived in Portland), and… interacted with you personally via its natural language interface (see some conversations below.) We were so good at natural language that the folks that invested in Siri a couple of years after we launched referenced us.

Our service was used by our own bot called SmarterChild and commercial accounts including Intel and Warner Music that built bot personas for their brands. The potential was huge… FYI: today there are 100’s of millions of ‘instant messaging’ platforms in use — think Facebook.

If you are really interested in our history, here is a Pando article, Siri’s Getting An Upgrade from Someone Who’s been There, that includes advice to Siri from my ActiveBuddy partner Robert Hoffer.

Pando: So what kind of tone does Apple need to strike?

Robert: You have the all problems of creating a character for the mass market. And the problem with creating a character for the mass market is, if you drive in the center of the road, you get hit by a car going in one direction or another. So, popular characters who are famous declare one side or other of the personality divide. So you can be very popular if you’re really, really sarcastic, for example. But only with about half the people. You can be popular if you’re really serious, but only with about half the people. So to create this namby-pamby generic character is very difficult.

You also can’t make it too artificially intelligent, or you introduce what’s called the uncanny chasm. That is, there’s a point at which a robot becomes uncomfortably creepy. It knows you too well. We had this application we developed called Knock Knock, and nobody ever let us launch it. One of the things that Siri doesn’t do is ever initiate the conversation. But that’s not how your friends behave. They message you all the time. So we had a robot that tells you knock knock jokes. We tried it on AOL – freaked people out.

Pando: What was your audience like?

Robert: We made SmarterChild a little sardonic and sarcastic, which is why the market we ended up capturing was the youth market. It skewed heavily young, like 70 or 80 percent teens. We launched on AOL AIM, Yahoo Messenger and MSN Messenger. And we would see traffic spike when it turned 3 p.m. on the coasts and all the teenagers were getting out of school.

We suspect Siri is appealing to the same sort of people. For example, my 13-year-old daughter loves Siri. I don’t particularly like it, because I don’t find it particularly helpful. Creating a personality for Siri is an ongoing struggle for Apple, on top of the struggle they have with natural language recognition.

Ah Advertising

A key idea (remember, I am an ad guy at the end of the day) was that you could have natural language conversations and relationships with your favorite brands. Weird, right? But, I know you ad guys and you wanted this then and I imagine would be all over it now. Siri and Alexa does not offer their technology to third-parties… well, not yet.

By the end of my tenure, we had raised $14 million in venture capital, delivered a personalized ‘brand experience’  and had millions of users on AOL, Yahoo! and MSN. When the bubble burst, the very nervous VC’s (I love VC dominated boards) shifted focus to running automated customer service agents that acted as the first line of defence against direct customer phone calls. UGH! A lame idea from the get go. Microsoft bought our technology to service its products and services and, of course, shelved the technology after a couple of years.

Here’s More Info On SmaterChild From Wikipedia

[Read more…] about ActiveBuddy & SmarterChild & Advertising

The Lost Advertising Agency Client

Peter · October 26, 2015 · Leave a Comment

Advertising Agency Clients Get Lost

Interview: Bill Duggan – Association of National Advertisers

download lostAt the end of phase one of my advertising career, I became a client of advertising and public relations agencies. As CEO and founder of Advance Internet’s New Jersey Online from 1995 to 1999 I was tasked, along with a very talented crew, to ‘invent’ online newspapers and new advertising programs. To introduce our new service and grow our brand, I wanted to find an advertising agency that could understand the emerging world of Internet-based news and create new online advertising units that captured the attention of this nascent market.

From 2000 to 2002, I was CEO of the natural language company ActiveBuddy. ActiveBuddy allowed users of Instant Message platforms like AOL’s AIM to talk with a computer who became their smart & friendly 24/7 buddy. In that role, I wanted a PR resource that would make our intelligent instant messaging bots like SmarterChild famous, help us build a huge audience (we did), and make us look hot to prospective acquirers during the first dot-com bubble.

With 16 years of agency experience, I knew what I needed from ad and PR agencies to achieve my objectives, and I had a large Rolodex of agency friends to call on.

I didn’t feel lost in my agency search.

Advertisers Are Lost

Most advertisers looking for an agency do not have these contacts or knowledge of the agency world. They simply do not perform enough searches to act as experienced and efficient buyers. Individual agencies are partially to blame for adding to client confusion by not providing a clear point of difference vs. their competitor agencies. There are over ten thousand marketing agencies. Just imagine how difficult it is to pick the right one. That’s why clients get lost. [Read more…] about The Lost Advertising Agency Client

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