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Many agencies rely quite heavily on inbound leads and referrals for new biz.

But when these avenues start to slow down, that’s when the cracks tend to show. For Ryan Hall, founder of Friday Solved, this is why agencies should do more when it comes to their sales function.

“Most agencies treat sales as a quick fix, rather than a long-term strategy,” says Ryan. “They often think it’s solved purely by hiring a salesperson, or a biz dev agency, but those options come with pitfalls.”

In this session with Ryan, we’ll be talking about how agencies can approach sales in the right way. We’ll discuss things like:

• How sales is a long-term strategy. ““Agencies think they can wake up and do sales for a day – but it’s actually something you need to work on every single day. It’s a constant process,” says Ryan.
• Why agencies can always be doing more. “When it comes to sales, agencies often just not doing enough. They’ve got a couple of things working, but that’s it – when really, there are 10 or 12 other things they should be doing on top of that to really make it work.”
• But how they can also run the risk of doing too much. “Budget-wise, it looks expensive to do X, Y and Z. But then agencies very easily take every single thing they can think of, try and do too much, and it all fails. Sales is a balancing act.”

There are a few different ways to approach sales, but no matter which path you go down, it’s all about having the right mindset.

“Many agencies try one way of doing things – and when it doesn’t work, they think sales full stop won’t work, and they don’t give it a proper go,” says Ryan. 

“It’ll be a constant disappointment if you’re not approaching it in the right way.”

If you’re looking to improve your sales strategy, or find new ways of approaching the sales conundrum in your agency, this is the session for you.

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