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Get Corporate Clients - the Easy Way!

Copyright (c) 2009 Audrey Burton

Do you want corporate clients? Do you know *exactly* how to get them? If not, you need a good plan with specific action steps and deadlines.

You may be networking and telling everyone you meet that you are looking for corporate clients, sharing the fabulous benefits you offer. And still, you get very few (if any) referrals. People who know you *want* to refer business to you, they just may not know exactly how - or who.

If you do more preparation and planning, you can make the process much easier and more predictable!

First, determine who your target market is - not just the types of companies, but exactly whom you want to meet within those companies. For example, do you want to talk with HR directors? The CIO? The CFO?

What do you already know about marketing to these people within these companies? Can you cold-call them in person? Do you have to bring muffins every time you visit? Is there a 'language' they speak (like legal, medical, financial jargon)? Is the office mostly women or mostly men?

Once you feel you have created a profile for your target, create a list of the companies you most want to become your clients. If there are different types of companies, group them by industry or otherwise categorize them, then put in priority order.

Next you will create your action plan. Depending on the companies on the list, you may need to create a plan for each company, each category or just one for everyone. You need a step-by-step action plan outlining exactly how you can find and close your clients.

For example, if I were your target market - women solopreneurs - you would need to spell out how you would meet me, how you would build a relationship with me, how you would sell to me and how you would close me.

For large companies, there may be security and gatekeepers to get past. How will you do that? Many businesses give up because of these hindrances, but not you - you will have a plan!

Have you heard of the six degrees of separation? This basically says you are 6 people away from anyone you want to meet.

You have stated on paper that you want to meet the CFO of Company X (for example). Instead of just telling everyone you meet that you want referrals to big corporations, begin telling everyone that you want to meet Pat Smith, the CFO of Company X. Even better, figure out in advance who might know Pat Smith and where they might be and go there. Having a specific plan like this cuts out potentially 5 of the 6 degrees of separation!

For every company with whom you want to do business, research the company, and specifically who the person is to whom you want to be introduced. Learn about them and put together a specific plan to meet someone who will introduce you to them.

This is all about building relationships, networking, researching and planning. Once you know who you need to meet, how to find them and how to talk to them, all that's left is giving them the opportunity to see how fabulous you are and how much they need your product.

Note #1: gifts do work - very well. If your contact really cannot accept gifts, bring food. Learn about their hobbies and lifestyle. If they just had a heart attack, don't bring brownies! If they like sailing, bring a nautical gift. Use your imagination and have some class. These people have the power to award you an expensive contract - don't be cheap.

Note #2: never call your best contact first. Always go to the 'B' list first to practice your plan and your pitch. You will be more relaxed, and if you mess it up you won't care so much. It's an excellent opportunity to perfect your system.

Note #3: don't put all your eggs in one basket. Avoid any one client becoming more than 40% of your business. If you depend on them and they go down (or just change vendors), you go down. Remember - these decisions are not personal, they are business. Keeping this policy also allows you to fire a client if you want.

About the Author

After you create your plan, you will need to close the deal! Claim your copy of Audrey Burton's popular FREE Special Report, "Closing the Sale is Not Complicated!" at =>
http://www.TigressCoaching.com .

Ten Great Reasons to Live in Phoenix

There are many reasons to relocate in search for better living.

If you are getting ready to move or relocate to Phoenix, Arizona, you know that a good realtor can help you in finding the right Phoenix AZ real estate to meet your needs. Many Phoenix realtors are knowledgeable about the latest Phoenix real estate listings, and can give you ten great reasons to live in Phoenix.

The first reason is that it is the state capital of Arizona. You will find this large city provides offerings that you will not find in smaller towns, as well as fabulous restaurants.

A second great reason why people love living in Phoenix is the weather. Due to its location on the northern edge of the Sonoran Dessert, Phoenix does have rather high summertime temperatures, which can often reach one hundred degrees. Winter temperatures, on the other hand, are very pleasant and mild, allowing for many outdoor activities and sports that would be impossible to perform in other areas of the country.

A third reason why Phoenix makes a great place to live is due to the sports teams that play in Phoenix. The Arizona Cardinals football team, the Diamondbacks major league baseball team, the Suns NBA team and the Mercury Women's NBA, the Coyotes ice hockey team, and the Arizona Sting lacrosse team all call Phoenix their home.

A fourth reason why Phoenicians love Phoenix is the Burton Barr Central Library, headquarters of the Phoenix Public Library. It offers five stories and nearly one million books for you to check out.

A fifth reason is that the Chase Tower, the tallest building in the entire state, is located in Phoenix. Measuring in at 483 feet tall, the private Arizona Club Restaurant is located on the 38th floor.

Phoenix has a long Native American heritage, so a sixth reason why you will love living in Phoenix is the Heard Museum, home to Native American art. It includes a full Navajo hogan, a traditional home used by the Navajo, jewelery, dolls, and more.

If you like ghosts, then the seventh reason you will want to call Phoenix your home is the Hotel San Carlos. It has also hosted President John F. Kennedy.

The eighth reason for making Phoenix your home is the Mystery Castle. Famous because it was made out of unique materials such as goat's milk, auto parts, railroad tracks and telephone poles among others, it sports a dungeon.

The ninth reason making Phoenix so well loved is the Phoenix Art Museum, which was a WPA project back in the 1930s. You can view 17,000 works of art here.

A final reason making Phoenix unique is the Wrigley Mansion, of chewing-gum fame. It is a Phoenix Point of Pride.

There are so many great reasons to move to Phoenix, so join us soon.

About the Author

Wayne Hemrick has been monitoring the real estate and property market in the Phoenix area for over 20 years. He recommends using a Phoenix real estate agent while searching for Scottsdale property in the Phoenix area.



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