“Put On That Damn Sales Hat” is an agency new business primer for marketing services firms, full of tips to ensure firms wear their “sales hat” with purpose and confidence. Our eBook is based on a blog series of the same name by RSW/US Owner/President Mark Sneider. In it, Mark covers everything from pre-prospecting preparation to working opportunities to close. The majority of the eBook focuses on elements that agencies either often overlook, are too busy to consider, or are simply too lazy to pursue. With the agency landscape changing rapidly and daily, not only for agencies, but also for clients, doing things the same way won’t cut it. Each chapter provides key highlights from, and links to, each corresponding post on our RSW/US Agency New Business blog.

1. An agency new business primer for marketing services firms, so you can put on your sales
hat with purpose and confidence.

2. Put On That Damn Sales Hat is a 17
chapter eBook based on a blog series
by RSW/US Owner/President Mark
Sneider.
In it, Mark covers everything from
pre-prospecting preparation to
working opportunities to close.

3. The majority of this eBook focuses
on elements that Agencies either
often overlook,
are too busy to consider, or are
simply too lazy to pursue.

4. With the agency landscape changing
rapidly and daily, not only for
agencies, but also for clients, doing
things the same way won’t cut it.
The chapters in this eBook provide
key highlights from and links to
each corresponding post on the
RSW/US Agency New Business blog.

25. Be in the
Top 10

31. 79%

47. Think about it this way:
You’re there to engage . . .

59. often
isn’t
enough.

62. Do NOT give up!

63. You are NOT their priority
UNLESS
it is a priority.

69. What
“hurts”
•not doing what everyone else is
doing.
What
“hurts”
•offering ideas to help the prospect
see the value you bring to the table.
What
“hurts”
•making the time to prepare and
remain on top of it from the start.
What
“hurts”
•not just copying and pasting from
one RFI to the next.

77. bullets visuals
lots of
white
space

84. IT’S EASY TO DO THE BARE MINIMUM!

88. IT’S EASY TO DO THE BARE MINIMUM!

89. IT’S EASY TO DO THE BARE MINIMUM!

90. IT’S EASY TO DO THE BARE MINIMUM!

91. IT’S EASY TO DO THE BARE MINIMUM!

92. IT’S EASY TO DO THE BARE MINIMUM!

96. IT’S EASY TO DO THE BARE MINIMUM!

97. Do your homework on the
client:
be a good student of their
company, their category, the
trends.

98. THE MORE YOU
the more comfortable you’ll be when the
conversation starts.

102. IT’S EASY TO DO THE BARE MINIMUM!

103. If you haven’t been winning
pitches-think about your
pitch team.

104. Is
everyone
bringing
the same
level of
energy?
too many
people Forced
into the
presentation?
Is
there
a
weak
link?

105. You want the entire team to
look like one solid unit.

106. because it’s ultimately
a reflection on how
you’ll work with the
client –
at least in their eyes.

110. Conundrum:
certain
members of the
team do great
work but aren’t
particularly
dynamic in
pitches.
You’ve also
been asked to
bring the team
that’s going to
work on the
client’s
business.
You’ve been
asked to pitch
and you don’t
want to
control the
entire
presentation.
Hypothetical

111. Try a different
approach.

113. AND MAKE SURE
YOU
At least the general framework and order of the pitch, so the team is aligned.

122. It’s just the beginning!

126. You deserve to know why!

128. Hypothetical: You pitch and a week later
you get "thanks, but your
agency wasn't selected”
You ask for feedback and
all you get is “we decided
to go with a local firm.”

132. RSW/US is an outsourced new business
development group that works solely
with marketing services firms.
Download our one pager here (it’s
actually 2 pages).
Email Lee McKnight Jr. for info here.
And visit us at www.rswus.com or: