In this episode, Chip and Gini address a listener’s question about the opportunities for growing an agency through outbound sales. They discuss the challenges of outbound sales, particularly in a small agency environment, and highlight the importance of building relationships and a strong brand.
Both suggest that agency owners focus on networking and proactive relationship-building rather than traditional cold calling. They emphasize a multi-faceted approach to business development that includes content marketing, warm introductions, and maintaining an active online presence.
Ultimately, they advocate for a shift in mindset from outbound sales to relationship cultivation to achieve sustainable agency growth.
Key takeaways
* Chip Griffin: “It’s sort of the dream that you can just go hire somebody and they’ll bring prospects in and as the owner, you’ll close them. But I cannot think of a single situation that I’ve seen that work for a small agency.”
* Gini Dietrich: “When you run a small agency, you are the salesperson.”
* Chip Griffin: “I think far too often we don’t do enough as agency leaders to share our viewpoints using the various platforms that we have. That’s a huge missed opportunity because that is how you set yourself apart from others.”
* Gini Dietrich: “Instead of it being about outbound sales, which I think is scary to a lot of us, think about it as networking and building relationships and being top of mind.”
Related
*
Content, consistency, and conversions for agency biz dev (featuring Lee McKnight Jr.)
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Business development mistakes agencies make and how to solve them (featuring Jody Sutter)
*
Getting agency business development right (featuring Dan Englander)
*
Business development for agency owners who hate sales
View Transcript
The following is a computer-generated transcript. Please listen to the audio to confirm accuracy.
Chip Griffin: Hello and welcome to another episode of the Agency Leadership Podcast. I’m Chip Griffin.
Gini Dietrich: And I’m Gini Dietrich.
Chip Griffin: And Gini, today we have a question from a listener that we thought we would answer.
Gini Dietrich: Woohoo listener questions. I love it.
Chip Griffin: We like it when people listen to us and we like it when people ask us questions, so
Gini Dietrich: that is true.
Chip Griffin: We’ll cater to that today.
Gini Dietrich: Shall I read said question?
Chip Griffin: You shall read, said question.
Gini Dietrich: Maybe I’ve just missed it when you’re covering this in your podcast, but what opportunity do you see for growing an agency through outbound sales? When I’ve listened to your podcast, I get the impression that you’re more in...
