20 Things to do for New Biz in ’20

Here we go again. It’s January and everyone is calling and emailing me asking the same thing: Unknown“What can we do to win new business in 2020?”

I usually lead into my posts by purloining the late, great Jimmy Cannon’s column line, “Nobody asked me, but…”  However, in this case I’m changing it to, “Everyone has asked me, so…”

Take it away, Maestro:

  1. Skip breakfast, it’s the least important meal. If you want to win new business, you’ve got to be hungry
  2. Don’t go to lunch until you’ve connected with a new business target
  3. Send one handwritten letter every day to a prospect — make it a love letter about their brand
  4. Send one email every day warning another prospect about their mortal enemy
  5. Get closer to your agency’s “why”
  6. Get away from your agency’s “how” & “what”
  7. Take out a job order for your agency’s Infographic — have your best designer do it
  8. Take out a job order for your agency’s one minute video based on your agency’s “why“ — produce that video in 30 days — have your best writer write it
  9. Take every image and every word off your website’s landing page except the video and the infographic
  10. Join the 4A’s. If you are already a member, commit to education from the top down at your agency in 2020
  11. Outsource your transom, not your outreach
  12. Kill the category lists
  13. Pick 30 prospects — join every prospect’s LinkedIn Groups
  14. Publish on LinkedIn once every week
  15. Slay an evil giant with communications — get famous that way
  16. Write your book — the book the marketing world can’t live without (if you can’t do this, get out of the business now). Buy the title URL on godaddy.
  17. Set up a blog at that URL — post every Tuesday and Friday 
  18. Repost that post on LinkedIn as a published article
  19. Pump the post into your LinkedIn groups
  20. Send an RFP to 2 prospect companies — make them apply for a spot on your client roster

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