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How To Build A Client Prospect list

Peter · May 6, 2016 · Leave a Comment

The Ad Agency Client Prospect List

Update 28 March 2019: I am adding ContactOut to my list of tools that can help you find the work email address and phone numbers of your prospects. You know, the prospects that are on your very focussed short list of clients that want to work with you but do not know you exist. Some smart product language from ContactOut:

ContactOut is a simple browser extension that helps you find email addresses and phone numbers of anyone on LinkedIn. We’ve been around for just over three years and already have thousands of users from a third of the Fortune 500 (like Microsoft, PwC, and Symantec). ContactOut finds emails from 75% of Linkedin users (2x better than the next closest competitor) at a 97% accuracy rate. It’s earned us multiple mentions on the ahrefs blog as one of the best freemium email outreach tools available.

Inbound Marketing Is Nice, But…

I am a card-carrying inbound marketer. Most of my advertising agency clients come to me via my inbound efforts that include some decent SEO, hundreds of informative blog posts and SMM (Social Media Manipulation – take that S&M). This is most likely how you found this website.

However, if your marketing an advertising agency that knows what clients it should have based on its brand position, category experience, and skills, inbound alone won’t do the trick. You will need to employ one or more outbound marketing techniques to directly reach those clients and their decision makers. You’ll do this by creating a list. Yes, a duh. But, a critical duh. I do not agree with the idea that B2B direct marketing is dead. Only DM programs that can and should be ignored are dead.

I loved building client prospect lists for my ad agency. The act of list building focused our business development objectives and strategies and provided a very clear trajectory for our outbound and inbound marketing programs. I view the art and science of database building to be a critical element of business development.

I recommend that my advertising agency clients develop a top 25 to 50 company/owner/marketing director business development ‘A’ list. These are those special clients that will be directly and personally targeted via a customized thought-leadership sales program. You will have to go well past cold calling to warm calling to entice these marketers to listen to your message.

At the same time, build a longer list (250 – 1,000) for less intensive outreach via somewhat automated marketing tools like your email program. This list is designed to keep you top-of-mind within a much broader set. Note: My regional agency Citrus had a monthly mailing list of well over 1,500. One of the key values of this large list was that we knew that we needed to stay top-of-mind within a very large group of people who know people. Any of these might wake up needing a new agency. Be active, not too passive.

Prospect List Building Criteria – From Macro To Micro

Establish your ‘A’ list using strategic and realistic client prospect criteria. In the past, I have used the following criteria to build lists for my agency. Of course, your criteria might be different.

First, include any prospects that you already know or you know you from existing lists including your email list (a key reason to have an active blog); past events (like what you should do with all of those collected business cards) and your very own LinkedIn, Twitter and Facebook Followers.

Secondly, make a list of all of the clients in your target categories (specific business categories to geographic fit) that currently use competitive agencies. Obvious? Sure. But, you’d be surprised at how few agencies keep this client opportunity list fresh.

Decision-Making Criteria – You Want to get to “Yes.”

Here is a list of primary criteria questions for that ‘A’ list. If the answer is a big ‘no’ you might not want to waste your time with this client. [Read more…] about How To Build A Client Prospect list

Donald Trump And Twitter And You

Peter · May 4, 2016 · Leave a Comment

Twitter Madness: Donald Trump VS. Hillary VS. Bernie

Look at the hashtag numbers. It’s mind-blowing.

What is your takeaway? What’s the learning for your clients? Just sayin. (Um, by the way, who the heck is running the Democrat’s social media program?)

Unnamed image trump

 

 

Top 11 Marketing Podcasts

Peter · April 13, 2016 · Leave a Comment

My Favorite 11 Marketing Podcasts

This blog post is the latest installment of my growing Advertising Agency Resources list. I’ll get to the Top 11 essential marketing podcasts below. But, first, a bit of my personal podcasting history. I’ve been hot – then cold – then hot on this subject.

I was early into the podcasting arena starting a series of podcasts for my Oregon agency Ralston360 (it eventually became Citrus) the mid-2000’s. I fell in love with podcasting because a producing a weekly audio podcast series was relatively easy and being early into podcasting made our agency look like we were ahead of the curve. Sometimes I get ahead of the market – I think we were in the case of podcasting. It was one of my ‘shiny pennies’.

Our audio content included 1:1 interviews and episodes based on our thought leadership white papers. I liked that the podcasts could be delivered via RSS and it got my agency on the global iTunes platform. It also gave the agency something fairly new to talk about to our clients and prospects – looking like you have your agency’s finger on the digital pulse is a very good thing.

Here’s a review on how we promoted our podcasting skills from a 2006 article on our program from BuzzSonic.

Podcasting FAQ Via the Virtual iPod

Here’s a clever idea. Marketing and design specialists Ralston360 have come up with a great angle to market their services, a streaming video that explains all the basics of podcasting all wrapped up in a ‘virtual ipod’.

There’s also a free 14 page whitepaper, ‘Podcasting-the Pod Has Landed’ (in PDF format) on the website (in exchange for your email, natch!) which explains a bit more. They also have another free download, ‘To Blog or Not to Blog’ which kind of speaks for itself but is worth a look for newbies if you’re thinking of starting your own.

We promoted our podcast skill set via a website that featured an interactive iPod that you could scroll to get to various ‘how to’ sections. That’s the scrollable iPod to the left. It was one of the agency’s coolest and best promotional efforts and got us lots of attention. Here is a link to the podcasting white paper on SlideShare mentioned above. Remember, this was written over ten years ago.

The Shiny Penny Has Landed: Podcasting is Hot

Podcasting has seen a recent surge. Much of it, unlike the olden days, is now slickly produced by large media companies like NPR. Here are a couple of resources that help to explain the current positive interest in podcasting. That said, take a look at the Six Degrees of Separation podcast below. There is at least one major agency cranking these out on a very consistent basis.

TechCrunch.

TechCrunch’s article “The Future Of Podcasting” is a smart article on where podcasting is going and why. As you can see from their chart, podcasting is rising after a fall from grace (remember my shiny penny dates) in the mid-2000’s.

PEW.

Additionally, PEW Research center published its Podcasting factsheet in 2015 that shows the growth of podcasting.

In the fall of 2014, the medium of podcasting achieved a milestone moment. The podcast Serial – which reinvestigated the 1999 murder of Maryland high school student Hae Min Lee – became the fastest podcast to reach 5 million streams or downloads in iTunes history. Although the success of Serial – a spinoff of WBEZ’s This American Life – clearly represented a new peak in the popularity of podcasts, Pew Research Center data show that the medium has, in fact, been steadily growing its audience over the past two years.

Read the factsheet here.

11 Best Advertising and Marketing Podcasts

Finally…the list of the top 11 advertising related podcasts. Like most of you, I listen in my car or at the health club. I was a major listener when I lived in New York and had a lovely hour-long commute. My Portland commute is now only ten minutes. This has severely reduced the amount of time I listen. I wonder if the use of podcasting is higher where people spend more time in their cars = Los Angeles and even Montana or on the subway.

Build A Better Agency. Drew Mclellan’s series is dedicated to the art of advertising agency management and new business. Listen up.

Tim Ferris. I became a Tim Ferris addict after reading his brilliantly titled best seller, “The Four Hour Work Week.” Tim combines a very active and curious mind, an effervescent talent for self-promotion in the best sense and a very long list of talented friends to interview. I find at least 75% of his podcasts (and blog posts) to fall in the zone of high mental stimulation. Of course, one of his recent interviews is with Seth Godin.

Duct Tape Marketing.  Another serious and broad look at the tools and techniques marketers are employing today. 

Foundr Magazine. Nathan Chan interviews some of the most successful founders in the world to find out what it takes to become a successful entrepreneur. Go for the osmosis.

TED Radio Hour. If you don’t have the time to watch TED Talks, then listen to them via their podcast.

Six Pixels Of Separation. A secret…  Leverage the power of social media to grow your agency. One of the most active advertising agency leaders using social media is Canada’s Mitch Joel (CEO of WPP’s Mirum) and his Six Pixels Of Separation podcast which, as of today, get this, has 508 podcasts. Clearly a record and what should be an inspiration to any agency CEO who values the marketing power of looking smart and building fame for his agency. Oh, you’ll see just one of the reasons why I love this podcast by clicking on the link.

Sound Opinions. Now that we’ve killed the record / CD store, it seems like it is more difficult (as in time consuming) to know what’s going on in music. I get my fix from MBEZ’s Greg Kot and Jim DeRogatis. Listen to this and have something other than Steph Curry to talk about at those client dinners.

Freakonomics Radio.  The Freakonomics team explores “the hidden side of everything”. From the economy, headline news to pop culture. A great example is the “Economics of Sleep” show.

#ASKGARYVEE. Best-selling books, one of the fastest growing advertising agencies, and a renowned wine business. Gary is the energizer bunny of agency CEO’s. Listen to this show about how to accelerate business growth. Your clients are probably listening to him.

Smart Passive Income. This podcast series from Pat Flynn will do two things for you. 1. It will make you much smarter about the universe of digital strategies and tactics (even how to do a podcast series). But, more importantly, 2. It will help you figure out how to make money by building your own online business. Pat made over $171,000 last month – not working for the MAN and he will tell you how. A way to get past advertising.

Social Media Marketing. Michael Stelzner’s podcast is designed to deliver the latest news and perspectives on social media. There is a very good chance your clients listen, so you better too. Need an up to date Facebook strategy? Listen to this show.

More & More Online Resources

This post is just one more element of my Big Advertising Agency Resource List. Let me know if I am missing anything.

Resources: Top 10 Twitter Tools For Ad Agencies

Peter · March 28, 2016 · Leave a Comment

Top 10 Twitter Tools And Tips For Ad Agencies (OK, Everyone)

twitter-follow-achiever_1_0I know from working with a wide range of advertising and digital agencies that Twitter can work very hard for B2B ad agency new business marketing.

However, trying to run a 24/7 Twitter program that uses best practices to achieve an agency’s goals can be daunting. Marketing communications companies that do not have dedicated staff to run a demanding social media program can get a bit overwhelmed. Good news, there are tools that can make using Twitter as an inbound and outbound platform much easier.

In addition to watching how the smartest agencies use Twitter, I base the following list on my own success in having well over 2,000 direct links per year from Twitter to my very narrowly defined website. In addition (thinking like a networker) I have had  many valuable inter-Twitter direct communications in the past 12 months.

I divide this list into Twitter tools that make creating and posting Tweets much easier and tools that help me use Twitter as a marketing platform — including using Twitter as competitive and direct marketing platform.

Twitter Advertising

While we are all worshiping the Gods of inbound, actually using Twitter as an outbound advertising platform is worth the effort and cost. I know for a fact that, Twitter ads work. Go forth and test them.

Social Media Examiner. A primer on some of your advertising / Follower builder options.

Twitter Advertising. See if Twitter ‘s advertising website whets your outbound appetite.

Twitter Production And Scheduling Tools

Bit.ly. With a 140 character limit, you have to shorten any URL’s posted to Twitter. Bit.ly does a bit more cool stuff. But shortening alone means you need to have this built into your browser.

Buffer. Buffer is my number one easy to use scheduling system, it is connected to my WordPress blog to automatically send my blog post URL’s and a snippt to Twitter (and LikedIn and Facebook). Importantly because I need to save time, it also allows me to schedule a set of  Tweets into the future.

Canva. According to the Gods of social media, having a graphic will increase your clicks and retweets by something like over 1 million. or, some crazy number like that. Canva is a very easy to use web-based graphics tool that edits images and can even be used by your CEO.

Hootsuite. Hootsuite is a social media dashboard that allows you to work on and monitor Twitter, Facebook, LinkedIn, Instagram, WordPress from one place. It goes deeper so head over if you are looking for a ‘total’ solution.

HubSpot. HubSpot is a very big boy. Its inbound software will help your agency attract visitors, convert leads, and close customers. And, you can use it to woo new clients with your supreme inbound marketing expertise. As in, using HubSpot will make your agency a social media expert that actually has tools it can resell.

Klear. Klear (formerly Twtrland) delivers social monitoring, influencer marketing and competitive intelligence. Try it out for free. The full plate is a bit expensive. But, it works as a smart business development tool. You gotta spend money to make money.

Social Quant. Social Quant says, “Social Quant increases the size and quality of your Twitter account rapidly.” OK, how can you beat that? Try the 14-day trial and then splurge and pay them $50 bucks per month.

Twitonomy. Use Twitter as a competitive wrench. As Twitonomy says, “Get detailed and visual analytics on anyone’s tweets, retweets, replies, mentions, hashtags… Browse, search, filter and get insights on the people you follow and those who follow you.” Damn, go forth and use your competitor’s data against them, um, for you!

Last Sweet Tweet…

Use  “@” if you want to get someone’s attention. As in @peterlevitan.

More & More Online Resources

Just one more element of my Big Advertising Agency Resource List. Let me know if I am missing anything.

More and more resources are coming every weeek. Stay tuned.

 

Why I Love Vice, Motherboard & SmarterChild

Peter · March 18, 2016 · Leave a Comment

Motherboard, SmarterChild And An Interview

05103d07677ffe8262386a7073527a03a791bc-wmI moved on from founding NJ.com, one of the first online newspapers, to starting the company ActiveBuddy with Robert Hoffer (brains) and Tim Kay (CTO). I was the CEO (LOL).

By 2001, we raised over $15 million and became famous. SmarterChild, our proof of concept instant messaging app, ultimately had over thirty million IM relationships across AOL and other IM networks. People loved that they could talk with a computer that knew and remembered them and delivered instant results in the pre-WIFI age.

When I meet people in their late 20’s, it is not surprising that they played with SmarterChild. Apparently, Motherboard’s Ashwin Rodriguez did too.

SmarterChild had a persona and personality. It pains me that 16 years later, Apple’s Siri and Amazon’s Alexa are way boring.

In fact, our first paying customer (for the technology) was the band Radiohead.

The Article

Here is some copy from the top of the Motherboard article.

SmarterChild was a robot that lived in the buddy list of millions of American Online Instant Messenger (AIM) users. He was, as far as I know, my first interaction with artificial intelligence. I was a ripe 11 years old when SmarterChild was “born.” As we reflect on making machines in our image, and look to the future of AI, I can’t imagine this journey beginning without SmarterChild.

You could do many useful things when pinging the SmarterChild robot. Technically, I could ask him for stock quotes, movie times, weather, or other useful information. (When you asked whether SmarterChild was a male or female, I believe the answer was deflected. I always referred to the bot as a “he” in my mind. Perhaps because we try to see ourselves in technology. Maybe at the age where it was awkward to talk to girls, I could not fathom the pressure of speaking to a female robot.)

Read on to learn more. And… to hear me actually sound intelligent as one of the ActiveBuddy team just told me.

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