The At Least 80% Formula for Ad Agencies to Win More New Business

There are two things every client wants. K.I.S.
by Todd Knutson

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We all know that when you Keep It Simple (K.I.S.) - I'll assume no readers are stupid - business success comes easier.

I've been thinking about agency-client surveys. Each tells us what clients want. Yet, the results show that a majority of agencies still don't give clients what they want.

So, I've decided to keep it simple.

I'll put money on the fact that at least 80% of clients want two things (and I'm willing to make the bet that 100% would take either one of these):

  1. To attract more customers.
  2. To retain more customers.

What can be simpler? It's what everyone in business wants. So, why not give it to them?

Here's my thesis:

  • If on every new business call...
  • If in every first meeting with a prospect...
  • If in every pitch...
  • If after every win, in every client meeting...

You ask questions to find out how you can help your prospect/client attract and retain more customers, you'll:

  1. Discover what they need.
  2. Create opportunities to solve their problems.
  3. Win more new business for your agency.
  4. Retain more clients for your agency.

This is my recipe for success in business. Who's willing to keep it this simple?

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