It’s Time to Get Some New Business.


Hey the New Year has started. It’s time to get some New Business.

Everyone is jacked up. It’s that time of the Year.

Smart New Business folks would have lined up January meetings in December. Their calendars are full with what they want to achieve versus random outreaches to strangers.

I got an email from a stranger on 1/6 at nine in the morning.

He shared his name and offered to be my preferred web development company. He would be happy to offer advice on my site. My site is not as important as my content these days.

He would love the possibility of helping each other out, but I didn’t feel much of what’s in it for me in his email. Then again he wasn’t thinking of me when he crafted it because he doesn’t even know me. He was thinking of his own needs. Continue reading

How Well Do You Know Your Clients?


I was up in Santa Monica the other day meeting with an agency that somebody referred me to.  The referral was my foot in the door and my online presence was my validation.  I started that presence a decade ago.

I turned left onto Santa Monica Boulevard and Sheryl Crow came into my head as I was looking for a parking spot.  California songs always make me feel good as I started my journey in Toronto.  The songs lead me here.

I asked the agency principal how his agency won New Business.  Referrals of course came up and then internet leads.

That sounded good I thought.  Practice what you preach to clients about lead gen if you are a digital agency.

We chatted a little bit more.  I learned that many of his leads came all over the country and that resulted in his agency gaining business on the East Coast.  That sounded good.

I asked him about he connected with the prospects who became clients.  Mostly e mail he said.  Cell phone and sometimes Skype.

How often do meet with them in person?  Rarely.  Not so good I thought.

Do they turn into ongoing clients or just one time projects?  Mostly one time projects.  We don’t follow up with them that much after the project is completed and others come in.

A sea of one night stands.  You have the ecstasy of the win but not the intimacy of an ongoing relationship.

We talked a little bit more and then I asked him about how many online inquiries he closed.  He reflected for a bit and then said one out of ten probably.  Ten percent.  Now many online marketers may be happy with that conversion rate but creating great advertising and work for clients is not based on a transaction percentage but on relationships.

I remember meeting another young agency principal who has been very successful.  He tends to be very driven, methodical and analytics based.  About six months ago he shared how he got his agency won new business.  He said they had done a review of how successful their various outreach programs had been.  I waited for the Ta Rah and then it came.  They all came from referrals and personal relationships.

I recently regrouped with him and he was raving about how on line lead generation was working for him.  I could see that he had enjoyed the excitement of the one night stand.  The asp had bitten him.  We will meet again I thought.

I also tend to get a number of incoming leads from my blogs, my social media presence, my YouTube Videos and my site.  It may be anecdotal analytics but I have found that if I get 10 leads online I tend to close 10%.  What a surprise.

I also know from over a decade of living in the New Normal that if I meet four prospects in person I tend to close one out of four.  I have always believed that face time not Facebook leads to relationships.

No face time.  That’s the soft underbelly of social media and on line lead gen.

As the song said.  “You don’t know me.”

You can connect with Hank on LinkedIn:

Follow his updates on twitter: @hankblank

Like Blank and Associates on Facebook

Watch a video called Why Agency Principals Need to Get Out of the Game.

You may also enjoy these articles:

Creating an Agency Culture in the New Normal.

What Kind of Client are You?

The Most Powerful Word in Agency New Business is NO.

Time In the New Normal.


I live in the New Normal.  I think I got here before a lot of people, when I started my marketing consulting business back in February 2001.  We had just witnessed the dot-com bubble, and 9/11 was coming up.  Maybe I have lived in the New Normal all my life.

Time is much different when you are a consultant and have to create a job for yourself every single day.  On Fridays, people tell me to “have a great weekend.”  My Fridays don’t feel like the Fridays I lived when I worked for somebody;  I work most Saturdays and even on Sundays for a bit or longer. Then again, Mondays don’t feel like Mondays,  and the dread of work for some doesn’t start on Sunday night – fortunately, I don’t really have much dread. There are other things that people who live my life think about. You have to live here to know them.

I like watches. Most work, others don’t, but I don’t use them as a way to find out what time it is – I wear them as a part of my brand. I use my iPhone to tell time, or to tell me when my workout is over. Many Millennials around me don’t wear watches. Some also wear them as jewelry; they seem to like big watches.

I often get calls from people I work with, asking if I have heard anything about a deal we are working on. I respond that in the New Normal, there is client time and agency time. Client time means that they want your proposal today. You take your smartphone to the toilet with you, don’t you? Guilty as charged, your honor. According to PC World, 74% of men do and 78% of women do.

Agency time, by contrast, is waiting for clients to review that proposal, respond to your presentation, or to your new business pitch that you worked late into the night to get ready. Two different clocks in the same 24-hour day, because clients or prospects have watches that still tick in the Old Normal.

The New Normal often doesn’t align with other agendas from the Old Normal. I often talk to people who tell me how they are waiting for checks in the New Normal. They are in the mail…we all know the joke, snail mail called bills arrive with their same rapid Old Normal pace. They march on with resolve and higher fees if you miss their beat.

In some ways, time is better in the New Normal. People sometimes ask me how old I am. I ask them what year it is, and then I tell them that I am the oldest and the youngest I have ever been in my life. I learned that from a song that was written in the past for the future, by the Byrds. The lyrics said, “I was so much older then, I am younger than that now.”

You can connect with Hank on Linkedin:

Follow his updates on twitter: @hankblank


You can watch a video by Hank on Networking Tips for Young People.

You may also enjoy these articles.

Are Solopreneurs the Future in the New Normal?

How to Create a Job By Creating a Consulting Career.

Networking in My Hood.