013: Ghosts, Maybes, and Wins: Your Pipeline Playbook

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 businessPast leads: Your next best opportunityNew leads: Strategic approaches for fresh connectionsKey Takeaways:How to professionally handle "ghosters" and "maybes" in your pipelineSpecific scripts for following up with unresponsive leadsThe three essential sources for a sustainable pipeline (retention, content, and initiation)Why quality outreach beats quantity every timeHow to pace your business development efforts for long-term successReal Talk Moments:We get candid about pipeline building, including:Why having a "graveyard" of dead leads gives false hopeThe truth about why most agencies stay stuck waiting for referralsHow to make business development feel less "icky"Why treating business development like a sprint leads to burnoutThe importance of reframing pipeline building as growing your business rather than paying billsJoin 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:Instagram @agencydarlingsLinkedInJoin Our Agency Advice ColumnEmail: [email protected] 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

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