The Best Way to Approach New Clients
 | |
|  |
Subscribe to Stephanie's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
The Best Way to Approach New Clients
As a business owner you know the kinds of clients you want. Why not go one step further and make a list of actual companies you would like to have as clients.
Then, get clear about who it is you want to contact within each company. What position does the person hold? Is it the owner? Is it someone in HR? Is it the sales manager?
Once you have your list, ask people in your network if they know the person who holds the position in the companies you have identified. If so, ask if they would be willing to introduce you via e-mail or a phone call.
If you aren’t able to find someone who can introduce you, you can still approach companies without cold calling. Begin by finding out the names of the people you want to contact (Google or call).
Then send them valuable information you have created along with a personal letter. Be sure to send it in the mail (snail mail).
Your valuable give away can not be a brochure that is information all about your business and what you do. It is hugely important that you send content that is practical and informative for the person receiving it.
Think about things like: tips, trends, research, pitfalls to avoid, etc. It can be a few pages or many; the key is that it must be relevant and applicable to the person and their business.
In the letter you can say that you are sharing this information because you believe the person may find it valuable. Also state that you will call next week (you can include a date and time if you want) to find out if the person found what you sent is useful.
So when you call as promised, it’s not a cold call because the person has received valuable information from you (for free). This makes it a warm call. You simply want to find out if it was of interest for the person.
It is important that you have a marketing sequence in place so when a potential client is interested; you know what the next step will be. Is it a proposal? Is it a consult? Is it a scheduled phone call?
If there is interest, but not a need right now, there are still several opportunities. First, ask people if they would like you to check back with them in a certain time frame. If yes, put it in your calendar and do it.
Second, if you have a newsletter with valuable information, you can ask people if they’d like to receive it.
Third, if they are not interested but you feel a positive connection, you can ask if they know one (yes only one) person who may need what you are offering.
Why only one? Because if you ask people if they know ‘anyone’ they will draw a blank. But, if you ask for just one person, it’s much easier to think of someone.
Please remember to thank everyone who takes the time to talk with you or give you referrals. Yes, even the people who are not interested in what your business offers. One of the best ways to do this is to send a thank you note in the mail.
Are you starting to see how sharing valuable information and connecting with potential clients can be relaxed and rewarding? Create your give away, share it, and make a warm call to discover the possibilities.
© Stephanie Ward, 2008
The Best Way to Approach New Clients - To learn more about this author, visit Stephanie Ward's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|||
Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
|||
John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
|||
John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
