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Secrets of the new business pros

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All successful new business pros, or New Business Hawks, seem to have unlocked special secrets to winning. We often look at them and wonder how they learned to do what they are currently doing, and how they continue to stay successful at bringing in new business. The truth is that there are secrets to new business success, and these secrets have always been under our noses. We just need to give them a good look.

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Secrets of the new business pros

  1. 1. 5 Secrets of the New Business Pros All successful new business pros have unlocked special secrets to winning. The truth is that there are secrets to new business success, and these secrets have always been under our noses. We just need to give them a good look.
  2. 2. Secret #1: Understand Chemistry
  3. 3. This is a secret skill they have mastered Chemistry is that funny stuff between people. New business pros have a unique ability to find what we call “commonality” with prospects The good news is this is a learned skill
  4. 4. Secret #2: Understand Trust
  5. 5. New business pros understand they must build trust FIRST Trust is built by matching profiles, establishing competency, and sharing intent 80% of ad agency new business issues can be tied directly to failing to build trust
  6. 6. Secret #3: Understand Speed
  7. 7. Launch business building ideas and creative response within 48 hours of hearing a need New Business Pros understand speed of response is vital to winning Anything slower and urgency is forgotten Speed wins
  8. 8. Secret #4: Understand Outreach
  9. 9. They always have many leads in the pipeline, constant nudging, always being nurtured New business pros know the secret of maintaining a continuous outreach program Never just focus on the current client issue
  10. 10. Secret #5: Understand Patience
  11. 11. Pros who master patience have uncovered an important secret in new business Any successful new business effort is the result of sustained effort over time Used to the tempo of client demands, deadlines, and changing schedules many try a quick new business fix… doomed to fail
  12. 12. Good Chemistry High Trust Fast Response + + + Regular Outreach Good Patience New Business Wins + = Simple Secrets Outstanding Results
  13. 13. Sanders Consulting Group  Operating over 30 years, helping over 5,000 agencies  Known around the world as the leading new business consulting firm  Working with some of the best managed agencies on the globe  Selected as the new business training provider to the largest agencies in the world  We show you how to win, not just play the game Visit www.sandersconsulting.com e-mail: info@sandersconsulting.com Call 412.897.9329 Bob Sanders President Sanders Consulting Group New Directions For Agency Growth
  14. 14. Next time you sit down to plan your next steps in new business, review these secrets. If you start to implement them you’ll notice your results are consistently better than before.

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