It’s summer thru September 22, 2022. I say to you, my great agency friends, this economy hasn’t gotten any better. And if you’ve noticed as I have, some of the big employers are now starting to reduce their payrolls. So compared to “up”, this is still a “Down” economy. My gift to you is below – tools for your business development toolchest. 

CONTENTS:  

1. They Ask – What Should My Agency Do Now? 
2. Agency and Client Advice From a Walmart Employee
3. I’ve Got a Friend, Really I do! She Will Explain
4. Going Out For Business! As Long as Supplies Last!
5. When Searching and Selecting an Agency, Site Visit Isn’t Optional
6. Still Doing Hacks? Here Are Two For Telephone Outreach
7. Would it make sense to get together and ZOOM?
8. Special Note – Actionable Payment Options Below

THEY ASK – WHAT SHOULD MY AGENCY DO NOW? 

Where will our fickle economy head next? Although many may choose to bury their heads in the sand, there will always be our forward thinker agencies who will push on. Now is the time to practice what selective prospecting is all about. You probably already have a list of potential candidates (if not, now is the time) but now classify them according to: 1. Critical 2. Essential 3. Optional 4. No! In other words, pursue those that will be critical, then essential during a down economy. Companies with frivolous products and services are less likely to survive. Don’t let those mess up your agency’s future. Stay in the trenches and stay focused.

AGENCY AND CLIENT ADVICE FROM A WALMART EMPLOYEE

I went “black mulch” shopping Saturday at a local Walmart. In the Gardening Center the lone on duty employee was an exit guard. I asked where I could find mulch; he suggested I travel to the other end of the building to look in the outside lot. By the way, he remarked, best you drive your car. I did, parked the car and went in. Found the same gent guarding a second exit door. Again he directed me outside. Once I load the car, I asked, what do I do?  Come back in and check out with Dave. I drove to the unsupervised lot, loaded my car and drove back to the entrance. The guard and I had now become fast friends. He led the way to find Dave. Those Gardening Center exit registers were absolutely unmanned. Cont.

I’VE GOT A FRIEND, REALLY I DO! LET HER EXPLAIN

I’ve got a friend who works for the publisher of a “small city” magazine group. There’s an interesting, learning situation in what she does along the lines of what most ad agencies (marketing firms) are also trying to do these days. As a sales rep selling space in these small “local” community magazines (containing local ads and local editorial) you’d think her job would be simple. Explain to prospects why local residents and business people would want to find and do business with local companies and local service providers. Particularly when so many economic factors encourage people to stay close to home. Hard to argue against that. So why isn’t she today’s Sales Hero? Cont.

GOING OUT FOR BUSINESS! FOR AS LONG AS SUPPLIES LAST!

That’s right, in this declared/non-declared recession/non-recession and for as long as our energies last, we’re offering agency search services to advertisers at absolutely no cost, as in “free.”

For Advertisers, you know the adage about advertising in a downturn, so if you’re looking to maintain or add to your existing customer base… use our tools and agency search service to explore the world of great agencies. Stateside and worldwide and as you need them. : https://lnkd.in/eW7-QVS

For Agencies, if you’re looking to connect with our advertisers to add and serve new clients in your roster… enroll now and build a magnetic profile. More than 500 data fields at your command. Select from three affordable plans! : https://lnkd.in/dhK3ksf8

The Internet’s Pioneer in Client/Agency Match-Making. AgencyFinder! (we’re not going anywhere)

WHEN SEARCHING AND SELECTING A NEW AGENCY, SITE VISIT NOT AN OPTION

“Dear Chuck, (she wrote) So glad you gave us process, tools and guidance to conduct our review. What an eye-opener! I came to you looking for someone to help us publicize our new software, a legal guide to living together. The basic premise offers self-help documents, akin to “wills” allowing the equivalency during serious illness or death. In particular, these documents are meant to serve the gay community. Starting with a broad brush, we worked through more than a few preliminary search engine selections; cont.”

STILL DOING HACKS? HERE ARE TWO FOR TELEPHONE OUTREACH

New Business – if you expect to make any progress, you Must Connect!  In trying to reach a pivotal player such as the CMO, you sent an email to warm things up. But was it delivered? Was it read? Now you’re dialing the phone you found in the data file. Is that the direct land line, cell phone or company cover phone? Does it ring to voicemail? One trick there is to ask for “Agent.” That’s code for Operator. Your question now is – I’m trying to reach he/she. Do you know if he/she is in today? If you hear “out, vacation, ill, family emergency” lay off for a while.

However, after three or four futile attempts it’s time to sleuth! Make note of the extension dialing codes (i.e. 2, 3, 4-digits) and punch in random extensions. When someone finally answers, ask for that CMO by name, as if you were expecting them to be the answering party. The party should say ‘this isn’t so and so,’ then ask to be transferred. If the internal phone system uses Caller ID, that call will show as an inside or “allowed” call.  Bingo CMO!

WOULD IT MAKE SENSE TO GET TOGETHER AND ZOOM?

I confess, it’s just like we taught the agencies attending our new business seminars. If you want to get down to business, you need to get face-to-face with your prospects. In today’s world, that also includes ZOOM. So, this long newsletter may have exhausted you, so how about we take a break and get together face-to-face on ZOOM. If your profile needs finishing or if you need to select a paid plan, let’s talk it over. Call me at 804-346-1978, email or text me at 804-370-1747.

SPECIAL NOTE – ACTIONABLE PAYMENT OPTIONS BELOW

Details at 2021-2022 Agency Plans and Prices

Being Fee-Paid just makes sense. (all annual programs)

1. Iridium – Free
2. Active Plan – $295
3. Manager Plan – $500
4. Director Plan – $2,000 – $5,000
5. EVP Business Plan – $2,995

    Click Me!

Thanks for taking time to look this over; as we have since 1997, we look forward to getting you face- to-face with a great prospect.

Then & Now – We built it for you!