We are busier than we've ever been. We currently have 20 new clients in our dev queue, are booked into September with weekly launches, and just posted a job listing on Monday that already has 50+ applicants.
I honestly think a lot of agencies forgot how to sell.
Everybody got addicted to automation, AI outreach, scraping tools, “build in public,” and waiting around for inbound leads. Meanwhile, most business owners still buy the same way they always have: through trust, relationships, consistency, referrals, and real conversations.
Our sales system is basically me.
I cold call. I go to networking events. I stay active in Facebook groups. I ask for referrals. I stay visible. I answer my phone. I build relationships with owners.
We do not run ads, and we do not do cold email.
I also think specialization matters more than ever now. Generalist agencies are getting crushed because everybody with ChatGPT and a Canva account calls themselves an agency now. We went deep into construction companies specifically, and that changed everything for us.
The other thing I see is that a lot of agencies sell deliverables instead of outcomes. Most business owners do not care about Webflow vs WordPress, custom code, automations, or what stack you're using. They care about whether the phone rings.
As far as follow-up goes, I don't chase people around endlessly. My belief system there is pretty simple: add the meeting, send the contract, confirm the next step, and repeat.
What keeps our pipeline healthy is that I never depend on the pipeline to close. I operate with the mindset that every deal in the pipeline is dead until it signs. Even with 20+ potential new clients sitting in there, I still wake up every day assuming I need to go create more opportunities.
I think a lot of agencies stop selling the second they get a few proposals out. That's dangerous.
