How to Develop New Business For Your Ad Agency

Is your advertising or marketing agency looking for more business or are you one of the few who seems to have more than enough clients to keep you busy? In this series about business development we are talking about a simple concept that could help further the relationship with your clients while developing new business.

If you are looking to help your client grow and expand their business, then consider this...What do you really, honestly know about their sales processes, offline and/or online? Do you really comprehend what they have to go through from start to finish, when it comes to selling? Let's be honest, do you know what the sales people, department, or individuals go through on a day-to-day basis? What's it like in their world after your creativity and media bring them a hot new prospect or subscriber? Online or offline I think you, as an agency principal or biz dev person, need to roll up your sleeves, see what it's like, and get your hands dirty.

If you really want to learn about your client, gain their respect, and help them grow their business, I would encourage you to go to work with your client's sales force for 3 to 4 days and do this on your nickel. You heard me, your nickel. Look at this as research and development. This research will reveal a lot, and allow all of your departments to see how their work is affecting your client.

Here are some tips to remember when you are working and traveling with your client's sales force:

1. You are there as an observer - not to offer your opinion.
2. Take copious notes and record your thoughts before and after meetings
3. Ask questions, remember you have one mouth and two ears.
4. Buy or bring in lunch for those that you are traveling with.
5. Be open and eager to learn, if the client succeeds then so does your agency.
6. Provide the client with a report of your findings, what you learned and how you can help them to grow their business. The report should also come gratis.
7. Thank the sales staff for all that they do and what they go through, because sales ultimately equates to your agency being paid.

This research should reveal a lot to you and your agency team. You want the client around for years to come, right? Remember, satisfied clients refer and offer testimonials. Unsatisfied ones tend to show you the door and usually when you least expect it.

This strategy should also allow you to solidify your relationship with the client plus see where you can grow and develop other opportunities. Look for ways to add value to your clients, go the extra mile and show them that you care and it's not just about the money.

By the way, do you want to learn more about small business tips, strategies, tactics and how to implement them in your business to increase sales and drive more traffic?

If so, I suggest you download my new guide now.

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