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Unlocking the Secrets of Sales and Marketing: Keith Smith’s Interview with Influencer May King Tsang

Our MD Keith Smith filled the hot seat for an interview with influencer May King Tsang for her FOMO live broadcast recently.

Here’s a video catch up of the show.

In it, they discuss Keith’s background and how The Advertist came into being, how a chance encounter over the socials led to a long-term collaboration, podcasting and charity work. Importantly Keith discusses his ‘Flywheel’ principle of sales and marketing, where one origin piece fuels another action, which drives another action and another.

Sometimes, where we’re faced with so many platforms to promote our business on, it’s best to simplify and do one or two things and do them well.https://www.youtube.com/live/WM2bevVrpsY?si=qfWJ6ccd0sky4UaO&t=8

https://www.youtube.com/live/WM2bevVrpsY?si=qfWJ6ccd0sky4UaO&t=8

Get your agency’s new business started with The Advertist.  What do you do when the referrals dry up? Do you think it would be better to make new business part of your weekly routine? All the experts agree and a project in motion, stays in motion. You can take a 2-day free trial of the UK’s leading new business development platform and see for yourself how it can elevate your new business workflow: Daily new business opportunity news. The UK’s most accurate and comprehensive brand and company contact database. Daily people moves. The UK’s ONLY new business tender alert service. Hot news of investments, VC funding, tech startups, spinouts and MBOs Sector intelligence, market reports, marketing spend, trends and SWOT charts. Take a free trial here: https://www.theadvertist.com/join.aspx

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Five words that will win you new business

New business should be a priority for everyone these days.

Uncover the transformative power of five magic words that will redefine your approach. Are you prepared to take your agency’s performance to new heights? Explore the intricacies of CRM, cold outreach, and the profound impact of exceptional work in this enlightening blog by Keith Smith, from @TheAdvertist.

https://www.prca.org.uk/Five-words-that-will-win-you-new-business

PRCA recently announced a new collaboration with dedicated agency new business platform, The Advertist. Everything you need to get started in new business, including trade news, a powerful GDPR-compliant contact database, daily People Moves, Tenders, M&A and freshly funded intel.

As a PRCA member, you get 25% off the annual subscription. To take a free trial email hello@theadvertist.com and mention your PRCA membership.

#newbusiness, #businessdevelopment

Get your agency’s new business started with The Advertist. 78% of UK creative agencies know that they need a solid strategy for the acquisition of new clients and yet only 26% of them do this on a full-time basis* What do you do when the referrals dry up? Starting a new business campaign from scratch can take a minimum of six months to generate green shoots – do you have the luxury of that much time? Do you think it would be better to make new business part of your weekly routine? All the experts agree and a project in motion, stays in motion. You can take a 2-day free trial of the UK’s leading new business development platform and see for yourself how it can elevate your new business workflow: Daily new business opportunity news. The UK’s most accurate and comprehensive brand and company contact database. Daily people moves. The UK’s ONLY new business tender alert service. Hot news of investments, VC funding, tech startups, spinouts and MBOs Sector intelligence, market reports, marketing spend, trends and SWOT charts. Monthly payment options. Take a free trial here: https://www.theadvertist.com/join.aspx *The Advertist research, LinkedIn 2023

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ADAM RUBINS: CLOSE ENCOUNTERS OF THE GROWTH KIND

Are you looking to sell your creative agency, or looking to acquire one?

You need to strap yourself in because it’s gonna get bumpy.

Unless…

You take on board the wisdom contained in the next 60 minutes of my interview with Adam Rubins, who’s experienced the highs and lows, the mental stresses and strains of the agency sales process and lived to tell the tale.

Not only that but he’s built a new business around helping agency owners avoid the common pitfalls of selling or acquiring a creative agency.

Plus

  • Hollywood
  • The future  of TV streaming
  • Mental welfare at work
  • Wearing masks
  • The value of new business to your agency’s price tag – which is useful because this show is sponsored by new business development platform The Advertist!
  • How to make your agency more attractive to a buyer
  • Agency employment laws
  • US and UK agencies –  divided by a common employment language

And sharing an office with Sean Connery

Adam’s LinkedIn profile here: https://www.linkedin.com/in/adamrubins/

Now, Next Why Linkedin profile here: https://www.linkedin.com/company/now-next-why/

Now, Next Why web site here: http://www.nownextwhy.co.uk

All of us at The Advertist invite you to check out The Fuel Podcast, where we pull on the experience of leaders of companies in a variety of sectors with loads of fantastic interviews, tips and tales.

To check out this episode of the podcast click here.

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THE FUEL PODCAST – KEVIN TAYLOR: THE SUBTLE ART OF NEGOTIATION

Lawman Kevin Taylor once had to negotiate for his own life with a shotgun shoved in his face. He’s also had to negotiate for other people’s lives too, because he’s been at the sharp end of hostage negotiation for decades.

These days, he prefers the cut and thrust of boardroom to the perils of policing but the skills translate to the business and sports worlds, where he’s paid to help parties achieve a win.

Negotiation is one of the foundations of the new business world but most of us have no training in the art – we just make it up as we go along.

And without knowing how to get the best deal for you and your prospect, you’re always turning up to a gunfight with a banana.

Spend the next hour and a bit listening to one of the UK’s best negotiators, spreading the wisdom about the subtle art of negotiation.

All of us at The Advertist invite you to check out The Fuel Podcast, where we pull on the experience of leaders of companies in a variety of sectors with loads of fantastic interviews, tips and tales.

To check out this episode of the podcast click here.

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THE FUEL PODCAST – EPISODE 27: JEREMY DAVIES – CONNECTING PEOPLE BY DESIGN

Don’t think he takes new business lightly. Jeremy Davies is one of the UK’s most accomplished new business practitioners and it should be noted he’s also a gifted comedian too. Is there a link? Jeremy gives us all a lesson in how to improve our pitching.

Also Jeremy Davies explains the link between punchlines and benefits.

All of us at The Advertist invite you to check out The Fuel Podcast, where we pull on the experience of leaders of companies in a variety of sectors with loads of fantastic interviews, tips and tales.

To check out this episode of the podcast click here.

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PEOPLE MOVES: VCCP HIRES NEW BUSINESS DIRECTOR

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LIDA appoints new business director

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People Moves: Tribal Worldwide hires Head of New Business & Marketing

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What to do when the echo fades away

How to ensure you protect your agency by existing on more than just the odd referral

Referrals are by far and away the best and lowest-hanging fruits in terms of new business.

What better than using the warm glow of success from a previous job to attract the attention of another client?

A referral is an endorsement of quality and many agencies rely on leveraging the past for the future.

There are some downsides however.

If you only rely on referrals for your future, the biggest potential negative by far is the drag on creative innovation.

As a small business owner myself, I know that keeping all the plates spinning restricts your ability to devote time to developing new skills and products. As an agency, if you’re doing the same – or similar things – for one client after another, then you might be highly skilled in one direction but come up short in many others.

In short, you could be living in an echo chamber and not even realise it.

This is why it is essential to have two strings to your new business bow; one for referrals and one for exploration.

Probing new channels or markets is an essential skill in new business development. Many agency owners are hesitant to deploy this because it is viewed as resource-heavy. It’s not easy devoting time and money to courting new clients in new markets.

You have to prepare a whole new set of materials, for one thing.

Sometimes you have no track record or direct experience or credentials or (gasp!) referrals.

You have to get used to handling objections and answer a lot more questions than usual.

You need data, and lists, and insight and research.

But as you stand at the bottom of the mountain, looking at the summit, think about the view from the top, not the effort to get there.

Think about how a whole new sector of clients will stretch your agency’s skill set. Think about how many new and different referrals you will be able to sell from. Think about how many new and different awards you might be able to win.

But above all, think about how much more resilient you will make your agency against the winds of change.

Because a bit of new business NPD now will yield rich rewards further down the line – even if you’re able to identify what areas you DON’T want to target in future and why.

It doesn’t have to be an expensive process, but it is necessary in order to protect your agency from what you can’t see coming.

Speak to your friendly new business manager or new business development agency, or even invest some time yourself and get the right tools for the job.

Just don’t rely just on one form of new business and expect it to be never-ending.

Keith Smith is the Managing Director of The Advertist – the UK’s only unbiased, independent platform for agency new business intelligence.

The Advertist offers agencies of all sizes access to fresh, GDPR-compliant data and insight that enables productive and informed new business conversations.

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