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013: Ghosts, Maybes, and Wins: Your Pipeline Playbook
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We're diving into the real talk about pipeline building. Whether you're riding the revenue rollercoaster of a slow season or building momentum from scratch - we’ve got you. No more sitting around waiting for the next referral to land in your inbox – we're sharing our tried-and-true strategies for filling your pipeline with dream clients and creating sustainable growth that feels authentic (and dare we say, fun?). We’re also dropping our own ready-to-go scripts that you can use to navigate those ‘ghost’ and ‘maybe’ leads, so you can take back control of your pipeline, and your revenue.
What to Expect From This Episode:
Our Three-Tier Approach to Pipeline Building;
- Past clients: Your fastest path to new business
- Past leads: Your next best opportunity
- New leads: Strategic approaches for fresh connections
Key Takeaways:
- How to professionally handle "ghosters" and "maybes" in your pipeline
- Specific scripts for following up with unresponsive leads
- The three essential sources for a sustainable pipeline (retention, content, and initiation)
- Why quality outreach beats quantity every time
- How to pace your business development efforts for long-term success
Real Talk Moments:
We get candid about pipeline building, including:
- Why having a "graveyard" of dead leads gives false hope
- The truth about why most agencies stay stuck waiting for referrals
- How to make business development feel less "icky"
- Why treating business development like a sprint leads to burnout
- The importance of reframing pipeline building as growing your business rather than paying bills
Join the Q1 Biz Dev Challenge! A month-long program designed to help you fill your pipeline with quality opportunities. Limited to 20 participants, get support, creative assignments, and access to a private Slack community. DM Melissa on LinkedIn or Instagram for more information.
Special Offer from Our Sponsor: Thanks to our sponsor Copper, for making this podcast possible. Copper is a CRM that helps agencies attract more clients, streamline communication and deliver projects effortlessly. Exclusive to the listeners of this podcast, Copper is offering 15% off annual plans with promo code AGENCYDARLINGS, all one word.
Check out Copper’s Lead Nurturing Playbook, designed to help agencies nurture leads and grow sustainably.
Connect With Us:
About Your Hosts:
Melissa Lohrer is the Founder of Waverly Ave Consulting, a Growth Consultancy for indie agencies. She partners with agency owners to create seven-figure growth through strategic repositioning, modern revenue models, and relationship-based sales. Connect with her on LinkedIn and Instagram.
Meredith Fennessy Witts is the Founder of Le Chéile, the go-to finance and strategy consultancy for creative agencies scaling beyond seven figures. She helps creative founders clarify their cash flow, restructure niche offers and pricing, and ensure they’re running a profitable business...in a mindful way. Connect with her on LinkedIn and Instagram.
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