Inbound referrals can only provide a limited amount of a marketing agency's new business. At some point, you need to diversify your lead generation.

Today's guest, James Harper, Founder of Agency Flare, tells me that we're at a tipping point where marketing agencies need to adopt a blended approach to lead generation — using both inbound marketing strategies and a cold sales approach.

Topics we talk about:

- The role of the agency owner in the sales process

- Using a blended approach of inbound and outbound tactics

- Adopting a "serve" rather than "sell" mentality

- The value of niching up

To hear more from Innovative Agency owners, listen to The Innovative Agency podcast on Apple Podcasts, Spotify, or on our website.

Listening on a desktop & can't see the links? Just search for The Innovative Agency in your favorite podcast player.