Finding, courting, and adding corporations to your list of accounts is a hot topic according to the questions submitted last year in the blog post, Your Feedback as We Move into Fall.
This valuable group continues to be our main focus of concern, so let me share some tips that hopefully put more of these accounts into your baskets.
- An introduction to corporate folks by people you already know (family, friends) is your best chance at signing up such accounts.
- You may have to spend money by advertising in the publications they read most to get their attention.
- Popular morning television and radio shows can help you make connections.
- Want to gain accounts that once belonged to competitors that are going out of business?
What’s most important is to not just meet a person but also find out where they work and the position they hold. That information opens the door to opportunities.
I still believe that personal connections are your best line of defense, but the possibility of getting noticed through newspapers and/or magazines is another option.
Research will help you uncover which broadcasts are right for you and how to approach the producer to convince him or her to invite you as a guest. The influence here is that if you’re on television or radio, you must be important.
As with the second option above, you’ll have to spend money through advertising to have them reveal themselves or pay the defunct competitor for their account list. The latter option may get you the list, but it may not be updated, leaving you with a lot of names of companies that are also out of business.
What’s your best tip for capturing corporate clients?
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