Here is a great question that I was asked a little while back. "I am selling products to businesses and I am trying to get more clients. I sell consulting. Do you have any hints or suggestions?" I go into detail on my answer within this paragraph and I thought that it would be of great benefit to anyone who reads that is in a similar situation.
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.
His presentations include some advanced marketing tactics - i.e. a referral campaign and a lottery. Everybody, who gives a testimonial and gives his or her name and contact info, is eligible for the lottery. The lottery prizes are gift certificates with discounts for his presentations. This is great for him because this way he gets repetitive engagements.
I am not quite certain what his fees per presentation are but I think they are about $5,000. The gift certificates he gives are worth $500 and $250 and they must be redeemed within a specified period of time (three months, six months, or something like that). However, the main point is that the gift certificate makes people move and they take the action to hire him.
If the winners don't redeem their certificate, it feels like they have lost money. When he started applying this strategy, his repeat business increased dramatically. The strategy is brilliant because it works for everybody involved - winners get a valuable piece of paper, the audience likes him anyway, and when somebody wins the certificate, this is one more reason to invite the speaker again.
You always want to give people a good reason to hire you again. I would look to challenge you to think of some creative ways to incorporate that into the way you sell. When people are there you want to capture that experience and then you want to remind them of that experience afterward and the benefits that they got from it and look to followup when they are excited about you and their experience. - 15246
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.
His presentations include some advanced marketing tactics - i.e. a referral campaign and a lottery. Everybody, who gives a testimonial and gives his or her name and contact info, is eligible for the lottery. The lottery prizes are gift certificates with discounts for his presentations. This is great for him because this way he gets repetitive engagements.
I am not quite certain what his fees per presentation are but I think they are about $5,000. The gift certificates he gives are worth $500 and $250 and they must be redeemed within a specified period of time (three months, six months, or something like that). However, the main point is that the gift certificate makes people move and they take the action to hire him.
If the winners don't redeem their certificate, it feels like they have lost money. When he started applying this strategy, his repeat business increased dramatically. The strategy is brilliant because it works for everybody involved - winners get a valuable piece of paper, the audience likes him anyway, and when somebody wins the certificate, this is one more reason to invite the speaker again.
You always want to give people a good reason to hire you again. I would look to challenge you to think of some creative ways to incorporate that into the way you sell. When people are there you want to capture that experience and then you want to remind them of that experience afterward and the benefits that they got from it and look to followup when they are excited about you and their experience. - 15246
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