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.
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.