Business Development

Startling statistic: for three out of five agency owners, the number one pain point is finding new clients. The 2018 HubSpot survey this factoid came from focused on hundreds of marketing agencies with five to 200 employees. Yes, agency owners wake up in the middle of the night thinking of how to find enough new clients, and not just any clients....

Research has proven there is a better way to find right-fit clients. There is a proven process for marketing with integrity and getting an up to 400 percent to 2,000 percent return on your marketing investment. I invented the Marketing With A Book Model, and many successful agencies use it to get more right-fit clients than they can handle. Some...

A book deal is an agreement between a traditional royalty-based publisher and an author, by which the author agrees to write a book or a certain number of books to be published by the publisher. Book deals for nonfiction business authors are becoming increasingly rare. If you want to get published by a big-name traditional publisher like Simon...

Agencies must develop messaging that connects emotionally with client prospects. Great messaging should provoke, entertain, and inspire, advises agency owner Slocumb. “Emotion drives 80 percent of decision-making; data drives the remaining 20 percent,” says Slocumb, author of Stop Starvation Marketing: 23 Power Growth Moves For Health Tech, IT,...

You don't have to be a writer to get published. Authoring books and articles to become a quoted authority is a time-tested vehicle for gaining credibility in a specific area. You can't spell the word authority without the word author. But you might say, "I don't got time for that." Maybe I will just do a video. I am great at talking." Yes, video...

Here is why I started my Agency Rainmaker TV Show and why you should start one too. In a word: networking. Networking has always been a top way to attract high-paying clients, but podcasting and YouTube TV shows are a new spin on the strategy. This works for ad agency owners, digital marketing agency owners and strategic consultants....

Do you want more high-paying clients? It pays to spin a good yarn. Hollywood knows the mind trick secret. That is why it is the emotion picture capital of the world. Discoveries in neuroscience prove people make decisions based on emotion, not logic. These are emotional times, and if you want to attract more high-paying clients, you need to...

Agencies, consultants and entrepreneurs are on the cusp of a season of opportunity that the world has not seen in a long time.  That was the message marketing expert Drew McLellan delivered to more than 225 marketing agency leaders at the Build A Better Agency Summit in May in Chicago. “Historians, business leaders, and our own experience would...