Very few agency owners are giddy about the prospect of prospecting for new clients. It feels uncomfortable and unnatural. But what if it isn’t that they hate biz dev but that they just weren’t doing it in a way that aligns with their strengths? If sales felt comfortable and easy, wouldn’t you do more of it?
In this episode of Build a Better Agency, we are joined by biz dev expert Jody Sutter of The Sutter Company, a new business consultancy that advises small agencies on organizing and operationalizing their growth strategy. Her programs make it easier for small agencies to embrace and sustain a new business strategy because they take both the agency’s strengths and available resources into consideration. Jody walks us through the steps we can take to bolster our biz dev strategy as agencies and clients emerge from the storm.
A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
What You Will Learn in This Episode:
- Jody’s background and what she is doing to serve agencies
- Common biz dev mistakes that agency owners make
- How agency owners can overcome fear and rejection in business development
- The four strength profiles of agency owners and the nuances of each one
- How to identify your strength profile and build a strategy that caters to it
- Jody’s “prescriptive approach to new business”
- How to stay the course while you’re constantly changing your mind about your agency
- How agency owners can move from inaction to action
- How Jody is helping her clients redirect their sales efforts during the global pandemic