All successful new business pros, or New Business Hawks, seem to have unlocked special secrets to winning. We often look at them and wonder how they learned to do what they are currently doing, and how they continue to stay successful at bringing in new business. The truth is that there are secrets to new business success, and these secrets have always been under our noses. We just need to give them a good look.

1. 5 Secrets of the New Business Pros
All successful new business pros have
unlocked special secrets to winning.
The truth is that there are secrets to
new business success, and these secrets
have always been under our noses.
We just need to give them a good look.

2. Secret #1:
Understand
Chemistry

3. This is a
secret skill
they have
mastered
Chemistry is that funny stuff between
people. New business pros have a
unique ability to find what we call
“commonality” with prospects
The good news is this
is a learned skill

4. Secret #2:
Understand Trust

5. New business pros understand
they must build trust FIRST
Trust is built by matching profiles, establishing
competency, and sharing intent
80% of ad agency new business issues can
be tied directly to failing to build trust

6. Secret #3:
Understand Speed

7. Launch business
building ideas and
creative response
within 48 hours of
hearing a need
New Business Pros understand speed
of response is vital to winning
Anything slower and urgency is forgotten
Speed wins

8. Secret #4:
Understand
Outreach

9. They always have
many leads in the
pipeline, constant
nudging, always
being nurtured
New business pros know the secret of
maintaining a continuous outreach program
Never just focus on the
current client issue

10. Secret #5:
Understand
Patience

11. Pros who master patience have uncovered an
important secret in new business
Any successful new
business effort is the
result of sustained
effort over time
Used to the tempo of client demands, deadlines,
and changing schedules many try a quick new
business fix… doomed to fail

12. Good Chemistry
High Trust
Fast Response
+
+
+
Regular Outreach
Good Patience
New Business Wins
+
=
Simple Secrets
Outstanding Results

13. Sanders Consulting Group
 Operating over 30 years, helping over
5,000 agencies
 Known around the world as the leading
new business consulting firm
 Working with some of the best managed
agencies on the globe
 Selected as the new business training
provider to the largest agencies in the world
 We show you how to win,
not just play the game
Visit www.sandersconsulting.com
e-mail: info@sandersconsulting.com
Call 412.897.9329
Bob Sanders
President
Sanders Consulting Group
New Directions For Agency Growth

14. Next time you sit down to plan your next steps in new
business, review these secrets. If you start to
implement them you’ll notice your results are
consistently better than before.