Most Agencies Don’t Have a Sales Problem. They Have a Conversation Problem.

When an agency owner tells us they need “more sales,” what they usually mean is this:

They’re waiting.

Waiting for a referral.
Waiting for inbound.
Waiting for the market to turn.
Waiting for someone else to make the first move.

And while that might work for a while, it creates a dangerous dynamic. No pressure on the business. No strain on delivery. No reason to evolve systems, pricing, or positioning - because nothing is really being tested.

So the agency stays comfortable. And stuck.

We see this pattern constantly. Owners come to us asking for strategy, positioning, or a better brand story. All important. All necessary - eventually.

But if you need momentum now, the answer isn’t another deck or a six-month brand project.

It’s conversations.

Sales Is a Contact Sport

Most agencies don’t lack expertise. They lack proximity.

They aren’t talking to enough people, often enough, in a way that creates opportunity.

Here are three simple ways to fix that - without rebuilding your website or buying a CRM you’ll never fully use.

1. Pick Up the Phone

This sounds obvious. It isn’t.

Email feels safe. DMs feel efficient. But nothing beats a real conversation with someone who already knows you.

Former clients.
Stalled prospects.
Partners.
Suppliers.
People you worked with years ago.

You don’t need a pitch. You don’t need an agenda. You just need to reconnect.

Set a modest target: one proper conversation a day. Or five a week. Do it consistently.

You’ll be amazed how often you hear some version of:
“Funny you called… we’ve actually got something coming up.”

That’s not luck. That’s latent demand.

2. Host Something Small

You don’t need a conference. You need a table.

A breakfast. A lunch. A dinner. Eight people is plenty.

Mix clients and prospects. Pick a topic you care about. Keep it informal.

The power here isn’t in your slides - it’s in the room.

Your existing clients will talk about their experience working with you. Your prospects will listen. And suddenly you’re no longer “selling.” You’re facilitating.

Do this quarterly and you stop being another agency supplier. You become a hub. A connector. Someone worth paying attention to.

3. Map the Money You’re Missing

This one is uncomfortable and extremely profitable.

List your clients down one side of a spreadsheet. List your services across the top. Tick what each client buys.

Now look at the gaps.

Most agencies discover that their clients are only buying a fraction of what they offer. Which means the fastest growth opportunity isn’t out there in the wild - it’s already on your books.

Selling more to people who trust you is easier, faster, and far more profitable than chasing cold leads.

Pressure Creates Progress

None of this is revolutionary. That’s the point.

These actions create pressure - the good kind. The kind that forces clarity. The kind that exposes weak positioning, vague offers, and brittle delivery systems.

No pressure means no growth. Just drift.

If you want this year to be different, stop waiting for opportunity to knock.

Start conversations.
Create moments.
Work with what you already have.

Then, once there’s momentum, build the strategy to sustain it.

That’s how agencies actually grow.

Want to chat about it? Email me on Janusz@gyda.co