I hear it all the time

I hear it all the time. ?

Just get us in the room—we’re great at closing.

Usually, these agencies have grown through word-of-mouth and referrals.

But, their lead flow becomes unpredictable or dries up.

So we help. ?

We get them in the room.

But far too often, these meetings don’t live up to their potential.

Why?

Smart people lead these agencies. ?

But they’re approaching these outbound generated meetings, like inbound leads.

There are more steps to nurture and convert outbound leads.

To get in a room with high-value prospects, you must first provide value to them.

So agencies winning with outbound offer free mini-workshops or inspiration sessions. ?‍?

These meetings get you to first base with the prospects.

But don’t expect to win an assignment from the first meeting.

Just like a ballplayer shouldn’t try to go all the way home after hitting a single.

The objective during the first meeting is to get the runner to second base. ⚾

In baseball, a manager may consider stealing, hitting away, or bunting to move the runner over.

Second base could be a deep dive into case studies, a free audit, or even spec work.

Once you’ve gotten to second, now you need to get the runner to third.

I’m sure you’d like a 7-figure engagement, but the prospect might not be ready. ?

So third base might be a small project.

Just like getting to second, don’t leave it up to the prospect.

Propose a 5-figure or low 6-figure project.

These are opportunities to “land and expand.” ?

Finally, once on third, the goal is to get to home.

For most agencies, this is an AOR relationship or a sizeable project.

All of this can take months, or maybe years.

Nurture the relationship.

Be patient. ?

If you follow this process, you’ll bypass RFPs.

Win the work you want from the clients you want.

And in the long run, save time and money. ⏱️

Insanity is doing the same thing over and over and expecting different results.

When you’re trying to change something in your personal or professional life, shift your mindset. ?

What got you here won’t get you there.