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Agency / May 25, 2016 8 Phrases to Use When Your Client Is Extremely Unhappy
8 Phrases to Use When Your Client Is Extremely Unhappy

By Jami Oetting

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It's said that emotion has no place in business. It's not personal.

Yet, emotions influence decision-making and the ability to trust. Building an emotional connection is a key aspect in building a long-term relationship. 

However, most people are not trained in how to deal with anger, frustration, disappointment, and a host of other emotions that happen as a result of client-agency interactions. When a client expresses his emotions due to a mistake from the agency or a miscommunication, people struggle with figuring out the right thing to say or the right way to handle the ... Read More

Agency / May 25, 2016 23 Quotes From Bill Bernbach on Advertising & Creativity
23 Quotes From Bill Bernbach on Advertising & Creativity

By Jami Oetting

During the 1950s and 60s, there emerged two schools of thought on adverting. One side, led by Rosser Reeves and David Ogilvy (though his work rarely reflects this) was focused on selling by determining a unique brand position, reinforcing this unique message, and measurement and testing. Advertising was a science. 

On the other side of the debate was Bill Bernbach, who was more focused on using creativity to attract attention, and then sell.

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Agency / May 20, 2016 Your Agency Has a Sales Problem. Here’s How You Can Hire to Fix It.
Your Agency Has a Sales Problem. Here’s How You Can Hire to Fix It.

By Justin Hiatt

If your agency has found success in running inbound marketing programs and generating leads, then you’ve likely experienced a surprising problem: You’ve got too many leads to follow up with and manage.

As your inbound marketing programs have scaled, it has likely become more difficult for your new business director or sales rep to make contact, qualify, and nurture these leads to the point where they are ready for a sales conversation or a proposal.

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Agency / May 20, 2016 8 Tips for Mastering the Art of Email
8 Tips for Mastering the Art of Email

By David Freund

I absolutely despise email.

Perhaps I’m being a bit dramatic here, but the truth is that for most of us, this obligatory form of communication is a necessary evil for survival in business. But there's too much of it -- more 205 billion (that's with a capital B) emails are sent per day -- and it's too easy to lose track of communication, notes, attachments, and reminders. 

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Agency / May 18, 2016 10 Tips for Negotiating Better Deals With Vendors
10 Tips for Negotiating Better Deals With Vendors

By Kevin Brown

Actress Carrie Fisher (AKA Princess Leia) once wisely remarked: “Everything is negotiable. Whether or not the negotiation is easy is another thing.”

In agencies of all sizes, we purchase countless technology tools and partner with numerous vendors to better serve our clients. The problem is, few shops teach this all-important diplomacy skill before throwing you to the wolves.

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Agency / May 13, 2016 Just Because You Can Measure It Doesn’t Make It a KPI
Just Because You Can Measure It Doesn’t Make It a KPI

By William Stentz

Everywhere you look in marketing you hear the term “KPI” being thrown around. With more and more ways to measure activity, it seems everything has a KPI now. Just the other day I found myself discussing my 2-year-old’s preschool KPIs. And how often do you sit in a meeting and see that a project has dozens of KPIs? Just because you can measure it doesn’t make it a KPI, nor does it mean that it’s even the thing you wanted the customer to do in the first place.

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Agency / May 12, 2016 We Swapped Agency Employees for a Day. Here's What We Learned.
We Swapped Agency Employees for a Day. Here's What We Learned.

By Marc Herschberger

It can be difficult for an agency to take an unbiased look at their internal workings to see if things could be done better -- if efficiencies and improvements could be made. 

To you, that overly complex workflow process works for your team, even if everyone hates it. You’ve never been able to piece together a system to complete that one type of project, so it must be impossible. Don’t even get me started on the mess that is your project management tool. It’s a pain, but it’s your little pain.

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Agency / May 11, 2016 Do You Know Your Prospect’s Secret Process for Choosing an Agency?
Do You Know Your Prospect’s Secret Process for Choosing an Agency?

By Drew McLellan

Every prospect has a unique approach when selecting an agency -- a “secret sauce” he or she uses to evaluate potential partners.

Surprised by this?

So were we. We just completed a study in which we talked to 500 CMOs and business owners about their decision-making processes when hiring and firing agencies. Not only did we learn more about what a secret sauce for agency selection is, but we also learned the personal recipes of 92% of respondents. And what we learned will dramatically change the way your agency pitches new clients.

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Agency / May 10, 2016 8 Best Practices of Agencies That Win More New Business
8 Best Practices of Agencies That Win More New Business

By Jami Oetting

Many agencies still operate their new business programs in outdated and inefficient ways. Too much time is spent running after clients who don't want to hire your agency, and not enough time is spent planning and implementing marketing and sales practices that result in a predictable and sustainable pipeline of new clients and relationships. 

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Agency / May 9, 2016 How to Follow Up With a Prospective Client After the Initial Meeting [Free Email Template]
How to Follow Up With a Prospective Client After the Initial Meeting [Free Email Template]

By Jami Oetting

A client your agency really, really wants to work with finally agreed to meet with you after months of back-and-forth emails.

And the meeting went well: The client seemed impressed with your category expertise, smiled more than was necessary, and was interested in your processes and people.

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Agency / May 5, 2016 How to Build a Successful Prospecting Program at Your Agency
How to Build a Successful Prospecting Program at Your Agency

By Mark Duval

If you want to build long-term agency success, you need a consistent, disciplined prospecting program. Unfortunately, prospecting has a bad rap because most people associate it with cold calling. But prospecting is about more than just calling strangers and hoping they won’t hang up on you. If I had to sum it up in one word, I would say that prospecting is about connecting.

There’s a saying in sales about prospecting: You don’t have to like it. You just have to do it.

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Agency / May 4, 2016 Why Client Feedback Is Much More Than a Numbers Game
Why Client Feedback Is Much More Than a Numbers Game

By Dory Ford

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Often when a transaction is completed online or a customer service call has ended, we are asked to rate our experience -- on a scale of 1 to 10 or by giving a number of “stars.” Services such as Uber even require a driver rating in order to book another ride.

Many agencies have adopted this quantitative feedback practice, and it is commonplace for agencies to ask clients to rate their agency annually, if not more often.

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Agency / May 2, 2016 How to Stay In Touch With Prospects Who Aren’t Ready for a New Agency
How to Stay In Touch With Prospects Who Aren’t Ready for a New Agency

By Jami Oetting

Clients are increasingly turning to project-based work. In fact, a survey from RSW/US on new business trends found that 74% of marketers report having more than two agencies, and 17% use more than five partners. 

Brands are moving more work in-house, and they are looking for partners -- specialists -- who can take on projects and deliver a high ROI.

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Agency / May 2, 2016 The 30 Best and Worst Rebrands of All Time [Infographic]
The 30 Best and Worst Rebrands of All Time [Infographic]

By Jami Oetting

In 2010, Gap proudly released its new logo -- the result of months of work and $100 million.

The reaction to the company's new look was shocking to executives: Designers, fans of the brand, the media, and pretty much anyone with a social media account or blog lambasted the company for not only the horrible design of the new logo but also the brand's next move -- to then crowdsource logo ideas from the public. 

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Agency / April 30, 2016 How Managers Can Motivate 6 Employee Personality Types [Infographic]
How Managers Can Motivate 6 Employee Personality Types [Infographic]

By Jami Oetting

How do you motivate people to do better work?

Many managers will point to adding benefits and increasing salaries. Others will say that fostering stronger relationships between employees will increase their desire to produce better work. Some point to improving the skills of manager -- better bosses mean happier employees. 

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Agency / April 29, 2016 The Secret to Serving Clients Well
The Secret to Serving Clients Well

By Robert Solomon


Get a martini or two in me, ask me why my second marriage ended in failure, and I will say three words: “Lack of trust.”

When I began in this business, I didn’t give a damn about trust; I thought instead of the work. To me, and to the other people who shared my view, there is an unwavering belief that the only thing that really matters is the work.

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Agency / April 27, 2016 Money Isn’t a Dirty Word: Why You Need to Talk About Your Agency’s Prices From the Start
Money Isn’t a Dirty Word: Why You Need to Talk About Your Agency’s Prices From the Start

By Brian Sierakowski

The average company spends fewer than six hours in its lifetime setting and modifying its prices.  

And I’m assuming you’re not reading this because you want to be average, so it’s time to put the work in: Starting today, you need to develop a pricing strategy and commit to iterating on it until you’re confident you can scale in any direction you want.

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Agency / April 26, 2016 7 Examples of Interactive Billboards That Are Just Plain Brilliant
7 Examples of Interactive Billboards That Are Just Plain Brilliant

By Jami Oetting

Billboards have long been seen as blemish marring the sides of our roads and disfiguring our views. 

In 1960, ad man Howard Luck Gossage penned an essay for Harper's outlining what he saw as an evil practice. He wrote:

Outdoor advertising is peddling a commodity it does not own and without the owner’s permission: your field of vision. Possibly you have never thought to consider your rights in the matter. Nations put the utmost importance on unintentional violations of their air space. The individual’s air space is intentionally violated by billboards every day of the year.

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Agency / April 25, 2016 7 Client Reporting Tools That Will Save Your Agency Time
7 Client Reporting Tools That Will Save Your Agency Time

By Jami Oetting

You love data. Nothing makes you -- and your client -- happier than a chart that shows just how great a campaign is performing. 

But collecting all that data each month, organizing it, creating charts, and writing up reports is draining your team's time. 

Typically, agency staffers spend around four or five hours per client each month reporting on digital. So say you're managing around 20 clients, your effective hourly rate for each employee is $75, and it takes four hours to create each report. You'd save almost $5,000 per month if you automated this process. 

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Agency / April 25, 2016 8 Interesting Logo Design Trends to Watch For [Infographic]
8 Interesting Logo Design Trends to Watch For [Infographic]

By Jami Oetting

Why does it matter if a logo is memorable or not? 

According to a recent study from Siegel+Gale, logos that are memorable are 13% more likely to get the attention of consumers, and 7% more likely to make people want to learn more about the brand. 

In addition, the study found that when people are familiar with the brand's logo, they are more likely to think positively of the company, while those who are unfamiliar with the company and its branding are more likely to assign negative values to that same design. 

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Agency / April 22, 2016 19 of the Best Currency Designs From Around the World
19 of the Best Currency Designs From Around the World

By Jami Oetting

On Wednesday, the U.S. Treasury announced that Harriet Tubman, who led hundreds of slaves to freedom, will become the first woman and the first African-American to appear on the face of U.S. currency, taking the place of Andrew Jackson on the $20 bill. The $10 bill was originally meant to be completely redesigned to feature a female in place of Alexander Hamilton, but the founding father's popularity has skyrocketed in the past year due to his revival on Broadway, and Hamiltonians rallied for the founder of the first central bank's image to remain on the banknote.

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Agency / April 20, 2016 The Cheat Sheet of Social Media Advertising Sizes on Facebook, Twitter, LinkedIn & YouTube [Infographic]
The Cheat Sheet of Social Media Advertising Sizes on Facebook, Twitter, LinkedIn & YouTube [Infographic]

By Jami Oetting

People retain more of what they see than what they read -- visuals transmit information more quickly and improve overall comprehension. 

That means creating highly engaging and attractive images are essential for social media success, but this is even more important when you are running paid campaigns. Your clients are counting every dollar. 

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Agency / April 18, 2016 The Monday Morning Routines of 7 Successful People [Infographic]
The Monday Morning Routines of 7 Successful People [Infographic]

By Lindsay Kolowich

Ugh, Mondays.

That's how many of us approach our Monday mornings. With another weekend in the books, we tend to start off the workweek with a bit of a drag in our step.

For some of the world's most successful people, however, Monday mornings represent an opportunity to start fresh and set the tone for the rest of the week.

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Agency / April 16, 2016 8 Medium Publications That Are Actually Worth Following
8 Medium Publications That Are Actually Worth Following

By Erik Devaney

Founded in 2012 by Twitter co-founder Evan Williams, Medium is quickly becoming one of the world's most popular websites. According to Alexa, Medium.com has risen nearly 100 spots in the past three months alone to become the world's 372nd most-visited site. (If you're not impressed, remember that there are more than 1 billion websites currently in existence).

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