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All successful new business pros, or New Business Hawks, seem to have unlocked special secrets to winning. We often look at them and wonder how they learned to do what they are currently doing, and how they continue to stay successful at bringing in new business. The truth is that there are secrets to new business success, and these secrets have always been under our noses. We just need to give them a good look.
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5 Secrets of the New Business ProsAll successful new business pros have unlocked special secrets to winning.
The truth is that there are secrets to new business success, and these secrets have always been under our noses.
We just need to give them a good look.
Secret #1: Understand Chemistry
This is a secret skill they have mastered
Chemistry is that funny stuff between people. New business pros have a unique ability to find what we call “commonality” with prospects
The good news is this is a learned skill
Secret #2: Understand Trust
Trust is built by matching profiles, establishing competency, and sharing intent
New business pros understand they must build trust FIRST
80% of ad agency new business issues can be tied directly to failing to build trust
Secret #3: Understand Speed
Launch business building ideas and creative response
within 48 hours of hearing a need
New Business Pros understand speed of response is vital to winning
Anything slower and urgency is forgotten Speed wins
Secret #4: Understand
Outreach
They always have many leads in the pipeline, constant
nudging, always being nurtured
New business pros know the secret of maintaining a continuous outreach program
Never just focus on the current client issue
Secret #5: Understand
Patience
Any successful new business effort is the result of sustained effort over time
Pros who master patience have uncovered an important secret in new business
Used to the tempo of client demands, deadlines, and changing schedules many try a quick new
business fix… doomed to fail
Good Chemistry
High Trust
Fast Response
++
+Regular Outreach
Good Patience
New Business Wins
+=
Simple Secrets
Outstanding Results
Sanders Consulting Group¨ Operating over 30 years, helping over
5,000 agencies ¨ Known around the world as the leading
new business consulting firm¨ Working with some of the best managed
agencies on the globe ¨ Selected as the new business training
provider to the largest agencies in the world¨ We show you how to win,
not just play the game
Visit www.sandersconsulting.come-mail: [email protected]
Call 412.897.9329
Bob SandersPresident Sanders Consulting GroupNew Directions For Agency Growth
Next time you sit down to plan your next steps in new business, review these secrets. If you start to implement them you’ll notice your results are
consistently better than before.
