10 Ways to Woo Clients and Seduce Prospects

With Valentine’s Day upon us, now is the perfect time to think about how you can make that ideal prospect a part of your life. Do you wish that special client would accept your proposal and pursue that commitment you've been dreaming about? Have you been wondering why you didn't land that last new business pitch? Would you like to know how your agency can become more attractive to prospects? If you're looking for new clients and feeling a little lonely, don't lose heart. Here's some Smarti advice on attracting and keeping clients. It comes down to old-fashioned courtship –setting the right mood to convincing them that you’re a keeper. Following these ten steps will help you find the long-term and profitable relationship you’ve been looking for.

1. Make a good first impression: First dates are all about presenting yourself in the best way possible, and the same is true of your first contact with a potential client. The old saying is true: you never get a second chance to make a good first impression, so make sure that your first impression is sending the right message. That first contact, whether it happens in an email, over the phone, or in a face-to-face office meeting, should make you appear experienced, energetic, and professional.

2. Communicate openly: Being able to talk and understand one another is an important part of what makes a relationship “click.” You may have a great campaign to share with them, but hear what’s on their mind, first. Taking the time to understand the client’s will make them feel valued, while also helping you craft a targeted proposal.

3. Excite them: If the idea of working with you doesn’t make their pulse pound a little quicker, you’re doing something wrong. Throw out the hour-long, boring PowerPoint presentations and hit them with something that will really get their attention: a level of energy and passion unmatched by any other agency, as well as the skill, experience and resources needed to put that energy into action. Leverage exciting show and tell proof points. Make sure they know what they’d be missing if they don’t work with you!

4. Be genuine: Tell them what your agency excels at, but don’t feel the need to stretch the truth just to impress them. If your agency usually outsources certain services, feel free to leave those services out of your pitch. Be honest about expectations and don't make promises you can't keep just to win them over. You can only build a lasting relationship with a client if you’re honest with them from the start.

5. Don’t bring up the past: When it comes to bad relationships, you and your client have probably both had a few. Bringing them up painful ex-clients now can make you come off negative. Show your client that you’re focused on the future, and are ready to move forward and build a new relationship with them. Leave the past where it belongs: in the past.

6. Pay attention. If the client wants to point out the faults of the marketers who came before you, take notes, or at least mental ones. This gives you valuable specific direction into how to wow them with exceptional service. The old place never returned phone calls? Make it a point to check in regularly -- before they call you. It was a revolving door? May sure they have your contact information and know that you’re there for them.

7. Give them something to remember you by: With so much competition, finding a way to stand out from the crowd will make you harder to forget. Make sure the client has copies of your presentations, summaries of your proposals, and analyses of how you plan to meet their needs. When it comes time for them to make a decision, you’ll want to make sure you’ve given them something that makes your agency memorable. You want to be on their mind the next day…

8. Make future plans—and follow through: No one wants to be in a relationship with someone who can’t look past tomorrow. Make sure the client knows that you have a long-term vision for how your agency can help them. Thought-starters create intrigue—but don't give it all away too quickly. Fill them with anticipation for what’s to come.

9. Don’t wait a few days. After your first contact, don’t give them too much time to cool off. Be sure to send a nice thank you note, expressing your desire to work with them. Call them back soon to see if they have any questions, and to share some new ideas you may have had. Make sure that they know you’re thinking about them, and that you value the opportunity to earn their business.

10. Make them feel wanted. In the end, your perspective client can choose to do business with any agency they want. It’s up to you to show them why they should pick you. That means showing off your industry experience and past accomplishments, understanding their needs, and explaining to them why your agency can help meet those needs better than anyone else.

Once you’ve won the business, be sure to keep the romance alive so the relationship thrives!

Is your team in need of a makeover? Is your pitch now wowing prospects or winning the business? Don't lose heart. Smarti’s business development consulting services can improve your new business presentations and take your pitch to the next level so clients will be chasing you.