Interpersonal Chemistry and Body Language and Sales Many pitches are won not because you are brilliant, but because the client simply likes you. I’ve sat on both sides of the advertising agency and client sales table and I can safely say, from my client side, that interpersonal chemistry is a critical factor in agency selection […]
Tag Archives: Pitching
You Will Lose 75% Of Your Advertising Agency Pitches
How To Win More Advertising Agency Pitches? Well, Buy My Book Think I’m kidding. I’ve seen the common sense and insights and techniques inside my book work after people have simply read the book – they’ve won more advertising, PR, digital, experiential agency pitches. Other agencies have benefitted by hiring me as a business development and pitch […]
Expedia And Sales Chutzpah
A Lesson From Expedia On Sales Chutzpah OK, we all have bad customer service experiences. I get it. But when the bad experiences go across four Expedia service phone conversations (that lasted about three plus hours over two days) and another six back and forth Twitter direct tweets and the customer who is spending over $5,000 on […]
The Cost Of Ad Agency Business Development
Ad Agency Business Development. What Does It Actually Cost? Simple answer? Ad agency business development costs… a lot. A more detailed answer follows. I recently spoke about ad agency business development (essentially the art of Account Based Marketing) at Hanapin Marketing’s PPC Hero conference in L.A. and did a day long ‘how to pitch’ workshop […]
How Digital Agencies Win Clients
How Digital Agencies Find (and Keep) Clients I was interviewed for the DM News article, “How Digital Agencies Find (and Keep) Clients”. Were my comments brilliant? Well, brilliant might be a stretch. But here are my key points. Referrals – The Default Business Development Tool Where do clients come from? “The traditional rules of marketing […]