Articles on Marketing
and Lead Generation

Generating the leads you deserve!

New business is the lifeblood of any agency.

When you first got started, networking and personal contacts brought in enough business to keep you busy. Then, referrals and word-of-mouth kicked in, and you really started to grow.

But now, you need more work than you can bring in through just word-of-mouth and referrals. You’re looking to attract a different type of work with a bigger budget. You’re ready to accelerate your growth.

Here, we’ve gathered our best resources to help you take your firm’s marketing to the next level. If you’re ready to narrow your focus and start attracting more and better leads, you’re in the right place.

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Marketing
& Lead Gen FAQs

I’m trying to grow from $1 million in annual revenue to $5 million. How should my marketing change?

Most agencies grow not by taking on more and more clients, but by taking on larger clients.

The easiest way to leverage your experience and attract larger clients is to focus on a niche. You want to become known for solving a particular problem for a particular type of client. This approach will set you up with solid case studies, easy referrals, and more profitable work.

I need more business now! What’s your best advice for me?

If you need more business now, start by reaching out to the people who already know and trust your work – your past clients.

If you’ve already reached out to past clients, identify a project that was successful and look for opportunities to replicate it – maybe you were involved in launching a new beverage, start searching for other beverage companies that need a product launch.

We don’t have enough time for marketing, what’s the one thing we should do?

If you’re tight on time for marketing, focus on writing regular emails to your house email list. Regular communication with your target audience is the lowest cost, highest return on investment marketing activity.

If you’re already sending regular emails, seek out more ways to have conversations with prospective clients. Find out where they spend time and meet them there. Don’t sell to them, talk to them. Basically, spend time talking to people who could potentially hire you.

Everyone says I should speak at industry conferences. What’s the benefit?

Speaking at industry conferences can be fruitful for lead generation, especially if you’re already writing regular emails to your house list and having conversations with potential clients.

By finding an industry group that your current clients are part of and seeking out opportunities to share about your work with that group, you’ll become known by a community of people who could hire you.

For industry conferences to be worth your while, though, you need to know which industry you want to specialize in. Fore more information about the benefits of specialization, check out our article, How To Find Your “People Like Us”?

Does LinkedIn lead generation work?

The best way to generate leads is to talk to people who could potentially hire you. LinkedIn and other social media platforms offer a low barrier way to start these conversations.

If you’re using LinkedIn to start and continue unique conversations with members of your target audience, then yes, it works for lead generation. If you’re using LinkedIn to send mass messages via direct messaging, it likely won’t generate many leads.

Check out our Sales Growth Assessment for customized growth recommendations to move your business forward.

All Articles on Marketing
& Lead Gen

Where are the opportunities now?

Mar 27 2021

The importance of daily actions for business development

Mar 10 2021

Is your business development plan more smoke than fire?

Mar 09 2021

Brad Farris

As Principal Advisor, Brad Farris guides business owners through the pitfalls and joys of growing their business. Brad is passionate about helping business owners find better ways to do things, make more money and enjoy life more. Brad is a speaker and author. Connect with Brad on Twitter and LinkedIn.

Articles on Marketing
and Lead Generation

Generating the leads you deserve!

Just Released

BEST OF

Marketing
& Lead Gen FAQs

All Articles on Marketing
& Lead Gen

How can you create a more consistent sales process?

Our 7-question assessment will tell you.

The only email you'll look forward to!

Sitemap

Resources

Guides

Best of the Blog

Articles on Marketingand Lead Generation

Generating the leads you deserve!

Just Released

BEST OF

Marketing& Lead Gen FAQs

All Articles on Marketing& Lead Gen

How can you create a more consistent sales process?

Our 7-question assessment will tell you.

The only email you'll look forward to!

Sitemap

Resources

Guides

Best of the Blog

Articles on Marketing
and Lead Generation

Marketing
& Lead Gen FAQs

All Articles on Marketing
& Lead Gen