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Winning new business, has probably never felt as important as it does right now. Part of any new business strategy involves “the cold call” which should be carried out by a senior industry experienced person.
The alternatives can feel like a herculean and lonely task ahead of you. Many will find it tedious, some frightening, – make 100 calls and on one of them might be that magic moment where the person has a potential need that suits you and is willing to meet you; the other 99 will involve some degree of rejection either from voicemail or a dismissive PA.
So, it is little surprise that doing it drops down the to-do lists of busy agency directors. Often it moves from their to-do lists onto those of their junior staff. They have even less success than their bosses, find it even more dispiriting, and might miss that subtle nuance of interest and dismiss the call.
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Tony has a rare blend of skills which really do make him quite unique - as well as being highly creative in identifying opportunities and conceiving compelling ways to catch the eye of a relevant prospect, he is able to 'churn through' the numbers to make sure that the law of averages is always on your side.
MD of large full-service agency
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