New Business. The good, the bad, the ugly.

I work at a smaller UK based agency that is trying to grow in the US where they have low brand awareness. If u were in my position, what do u think are the most successful lead generation activities?

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It depends. There's three avenues possible. 1. Outbound. Doing outreach, typically to cold contacts. 2. Inbound. This is reaponding to your messaging you're putting out. 3. Referrals. Best case, it's a blend of all three. Other impacts though are your time frame, ownerships's expectations, what city you're in, available resources (time + money), and the type of client you are going after (small/medium/large + local/regional/national/international). Hope that this helps to get things moving. Happy to help as I can as I do agency biz dev myself.

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What sort of businesses in the US are you trying to work with? And why? What is your agency really good at (industry vertical expertise, channel expertise, etc.)? Agency positioning is super important. You should be sacrificial. E.g., you can’t be a small UK agency trying to get business in the US and be good at everything for everyone. If you haven’t read/listened to Tim Williams from Ignition Consulting, definitely do - he gives amazing advice on this subject. But assuming you have a focused positioning - craft a focused outbound program, put some paid search in place to drive leads to your website/microsite, publish some thought leadership content and get it up on LinkedIn and promote it, and attend and network at conferences/trade shows in the US if possible. Just a few ideas to start. Good luck!!

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