A great question a guy once asked me was about how to get business clients. The guy was a consultant - i.e. he was selling products and services to companies and he wanted to know if I could give him ideas how to get more business clients. Sure, I can give him and everybody else lots of ideas how to get more business clients and that is why I wrote this article.
When you are looking for new business clients, you should start with your existing partners. Companies you have worked for can endorse you to their customers. Chances are that their customers might need somebody with your skills and this is a win-win situation.
I remember a speaker, whose main activity was to deliver presentations to companies. However, in addition to companies, he worked with associations as well. The good thing about associations is that they gather together many different companies, so you can get lots of contacts at once.
When he presents in front of those, one of the things that we set up for him was a referral campaign and also a contest where all they got to do is give a testimonial, put their name, email, and other contact information, and he draws right from that particular presentation. Winners are given gift certificates to hire him back again so he is getting repeat business.
For example, I think he charges $5000 per presentation, so he was giving gift certificates for like $500 and I think $250 but here is the key point in this. They have to be redeemed within a certain window of time. It could be three months, four months, or six months but that is really the trigger point there because that gets people moving that gets people into action.
If the winner does not redeem the gift certificate, this is as if he or she had burned money. This moment is critical because this is the trigger for action - redeem or lose money. Everybody is happy with this arrangement because people enjoy his presentations and they get a gift certificate, which has a value and gives them one more excuse to hire him again.
It is important that people have a good reason to hire you again. I believe you can think of many intelligent ways to include such offers in your sales proposal. When you have the people in front of you, you can capitalize on that experience - just remind them later how much they liked your stuff and this will make them want it again. - 15478
When you are looking for new business clients, you should start with your existing partners. Companies you have worked for can endorse you to their customers. Chances are that their customers might need somebody with your skills and this is a win-win situation.
I remember a speaker, whose main activity was to deliver presentations to companies. However, in addition to companies, he worked with associations as well. The good thing about associations is that they gather together many different companies, so you can get lots of contacts at once.
When he presents in front of those, one of the things that we set up for him was a referral campaign and also a contest where all they got to do is give a testimonial, put their name, email, and other contact information, and he draws right from that particular presentation. Winners are given gift certificates to hire him back again so he is getting repeat business.
For example, I think he charges $5000 per presentation, so he was giving gift certificates for like $500 and I think $250 but here is the key point in this. They have to be redeemed within a certain window of time. It could be three months, four months, or six months but that is really the trigger point there because that gets people moving that gets people into action.
If the winner does not redeem the gift certificate, this is as if he or she had burned money. This moment is critical because this is the trigger for action - redeem or lose money. Everybody is happy with this arrangement because people enjoy his presentations and they get a gift certificate, which has a value and gives them one more excuse to hire him again.
It is important that people have a good reason to hire you again. I believe you can think of many intelligent ways to include such offers in your sales proposal. When you have the people in front of you, you can capitalize on that experience - just remind them later how much they liked your stuff and this will make them want it again. - 15478
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