An important review of many often-forgotten new business basics plus some other reminders that every business owner and new business pro needs to know. Use this list of our Top 40+ to spark some of your own ideas about things you need to do to get more new business now.

• When the economy slows down and media spending falters.
• Money spent by clients is usually all fee.
• If you’re not into this, move that way now.
• Expand that part of your operation.
• Stress with all your clients. It’s a real money maker.

• When business gets bad, this helps.
• You’ll do better
• When clients see you, they have more confidence in you.
• Always dress one notch better than your prospects and clients.

• Walk in business can often be strong and highly profitable.
• Many agencies in high traffic locations have reported surprising results by listing what they do: advertising, branding, digital, public relations.
• Key what you want and refer the rest.
• Walk in business is usually fee business which is good.

• Be clear about what you do.
• Too many agencies hide the fact that they’re an agency.
• Use a strong energy line as part of your corporate identity package.

• You help businesses grow.
• You move markets.
• You generate results.
• You return a lot for a little.

• Talk up new business with your staff.
• Get them hunting for leads.
• Ask everyone for three leads per month.
• Everyone who does, goes to lunch with the boss.

• Not always great at new business, but good to start building relationships
• What you need are relationships and your senior staff are in the best position to get relationships started.
• Senior staff are the ones who prospects want to see.
• Get them “sharking” for you on major pieces of business whales
• Get them a limited number of prospects to reach out to maybe 5.
• You land one; the staff member gets a great reward.

• Agencies have conflicts. Consultants have areas of expertise.
• Develop an area of expertise for your agency and work that vein hard.
• Prospects respond well to category experts.
• And industry experts can work ocean to ocean.

• Most agencies drive by good accounts all day long.
• Go “smoke stacking” for leads.
• Look for successful businesses close at hand.
• Remember the story of the prospector who was surrounded by acres of diamonds. But he stopped a foot too short.

• Used flight schedules to target key cities
• Follow one-flight rule
• Helps speed up servicing distant accounts
• A better story for prospects

• Relations are easy to make
• Use as referral base
• Don’t have to lead, just participate
• Good source of leads