HubSpot on how you can use the 3Rs to generate more leads and win more new clients: Relationships, Reputation and Referrals.
What if we are approaching agency new business all wrong?
We marketers help our clients generate awareness and new sales every day, so when it comes to driving new business for ourselves, no wonder we apply what we know best.As a rule, us agency folks place a lot of importance on outbound sales and inbound marketing. It’s where we look first when the well is dry. But are those two channels the most lucrative to help grow (and sustain!) our firms?
As it turns out, the answer might be “no.”
Data from the Agency Management Institute shows that only 1 in 40 new business repsworks out. And among those who do make it for the long haul, they take about 12 months to even pay for themselves. It’s a tough dang job, which leads to a revolving door when the unspoken truth is that the best agency sales person is most likely the owner.
And we all sound the same with our four-step processes, integrated approach, and “award winning” creative. (Bleh.) The fundamentals of digital might work well for your clients, but unless you’re extremely differentiated, aiming to compete in SEO or PPC with the agency down the street is becoming a futile exercise.
So what if there was a better channel to
and sustained revenue for your firm? What if you didn’t have to pay for an expensive sales guy and try to outbid your rivals in search? There’s even a chance you’re already good at this “unsung hero” and just not focusing enough attention on this unheralded source.
Read more from the source: blog.hubspot.com
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