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Chip and Gini will be recording a couple of separate solo episodes since scheduling conflicts prevented them from recording together recently. (Of course, we would love to hear your feedback about these and some of the other formats we have experimented with recently, including guest co-hosts.)

In this episode, Gini fields a question from Kevin Anselmo who asks about pitching agency services to prospects, including cold calling and other techniques. She explains her approach which centers around creating VIP lists of potential clients.

After you use such a list to get a meeting, Gini explains her style during initial consultations: “People want to be around people who challenge them. They want to be around people who make them think differently.”

RESOURCES

• Kevin Anselmo on LinkedIn | Twitter
• Experiential Communications
• Fanatical Prospecting by Jeb Blount

[read the transcript]

About Chip Griffin

Chip Griffin is the Founder & CEO of the Small Agency Growth Alliance (SAGA) and a longtime agency owner and executive. He helps PR and marketing communications agencies build better businesses. Full bio