EP 184: Embracing the word "NO" in agency biz dev with Andrea Waltz

Build a Better Agency Podcast · Apr 15, 2019 · 1m

Let's admit it. Agency owners are reluctant salespeople. However, biz dev should be a significant part of how we spend our days. When I hear agency owners say that they don't have to prospect because they get so much business via word of mouth, I always ask, "Are those the clients you would choose to work with or are you simply working with them by default?" When we're honest with ourselves, the truth can sting a little. I get it – no one likes to be told no. That doesn't make selling any easier. But how do we change our mindset? Hearing no (or deafening silence) feels like a failure, so we…