Courting Prospects

Thinking about a special client to make your marketing mate this Valentine's Day? Before you spend all that effort on a complete makeover, let me offer a few tips that will have them courting you:

Make that first look count. That first contact, whether by phone, email or an office meeting, tells a potential client more than you think. An energetic voice, a well-worded email and a well-run office send a powerful message.

Encourage clients to talk. Clients appreciate agencies that can listen. Of course they want to know about you, but you need to know about them first. Give them the chance to tell you about themselves and their needs. In the end, you'll develop a better relationship that allows you to present a targeted proposal that's more likely to hit the mark.

Excite them with what you offer! Don't put them to sleep with an hour long PowerPoint presentation. Allow your energy and passion to show. Make sure they understand that you've got ideas, skills and resources unmatched by any other agency. Make sure they know what they'd be missing without you.

Show off your accomplishments. Give them reason to believe that the challenges you've faced with previous clients have given you the experience and strength needed to lead to success in reaching their goals. Give them your perspective as a market insider. Even if you've never dealt with their industry, you know yours and how to make that knowledge work for them.

Be honest about who you are and what they can expect. Don't make promises you can't keep just to win them over. You both want a lasting relationship and that can only happen when they see the real you.

Make future plans. Don't focus on just the moment, but draw them in to your vision of what a long-term relationship will look like. Let them know that initial plans are just that. There's more to come. Fill them with anticipation.

Don't talk about previous relationships that didn't work out. You've had them. They've had them. Your silence is proof that you learned from them and that you're moving forward not looking backwards. If they want to talk, listen without judgment.

Make them feel valued. Give them more than for what they asked. They want to know that you are going to give them your utmost attention and service.

Leave something behind. Make sure they have a copy of your presentation, summaries of your proposals, documents that provide an analysis of their needs and your ability to meet those needs. It worked for Cinderella, didn't it?

Be the first to call. Don't give them the chance to forget you and the impression you made. If they had questions, answer them as soon as possible. Call them with new ideas, just to let them know you're still thinking about them.

Looking for new clients and feeling a little lonely? Is your pitch now wowing prospects or winning the business? Don't lose heart. Smarti’s new business development consulting services can improve your new business presentations and take your pitch to the next level so clients will fall in love and hire you.

Of course, it also helps to have a friend to offer advice and make introductions. At Smarti, that's exactly what we do. Our business development service is here to help you improve your proposals and put you together with clients eager to hear them. Maybe we're not Cupid, but we do a pretty good job with business romance.

Happy Valentine’s Day!