- How to Sell to Market Research Buyers, Part 1
- 5½ [behind-the-scenes] Marketing & Sales Activities You Need To Do in December
- Got something to say?
- Running a small firm? Who holds you accountable?
- Marketing & Sales Success Begins with a Simple Step… Thinking!
- Your Sales Forecast Doesn’t Have to be a Guessing Game!
- Lead generation is a 3-step process.
- Measuring Sales… it’s Not just about Revenue
- 7 Selling Behaviors Seller-Doers Must Employ to be Successful.
- Can you really be “all things to all people?”
- 12 Marketing & Sales Activities you Gotta STOP this Year!
- How to maximize the impact of your marketing investment.
- Revenue Growth? Try the ‘5% Challenge’… it’s Brilliant!
- Should you ever walk away from revenue?
- Get Ready for 2017 with these 6 Marketing & Sales Activities
- 20 Marketing and Sales Concepts Business Leaders Need to Know, Part 2
- 20 Marketing and Sales Concepts Business Leaders Need to Know, Part 1
- 10 Guidelines for How to Be Successful at Sales
- Strategy Before Tactics!
- 6 Marketing & Sales Lessons Learned in our First 4 Years in Business
- The Sales Presentation: Stop Reading the PowerPoint Slides and Tell Your Story
- Content Marketing not working? Eh, don’t worry about it!
- Marketing Measurement: 3 New Methods You Have to Try in 2016
- The One Thing You Must Include in Your 2016 Marketing & Sales Plan
- Not using LinkedIn? Are you kidding me?!
- Is it OK to fire a client?
- Take Charge of Your Own Success… Stop Relying on Others!
- Getting first-time clients to take a chance on you.
- 9 Ways to Build your Business During the Summer Slowdown
- The Top 10 Ways to Build Awareness
- The 13 Most Common Website Mistakes
- The Most Important Part of Exhibiting
- Content marketing isn’t a one-time thing… it’s an all-the-time thing.
- THINKING! A framework for creating better business plans in 2015.
- Not happy with your marketing & sales? Then make just one change in 2015!
- For Beginners: Should I Tweet Daily? Yes… and here’s how.
- Got your Marketing Plan for 2015? No?! Now’s a good time to start…
- How to Connect with Booth Visitors – An Exhibitor’s Worksheet
- Not getting the email results you want? Make sure you’re following these 7 email marketing guidelines.
- 10 Ways to Get Clients to Sell FOR You (and they won’t cost a dime!)
- Do you know where you’re going? Why Strategy should drive your marketing & sales.
- 11 execution tips to help you exceed client expectations
- How to Turn First-time Clients into Repeat Clients
- 15 easy, low-cost marketing and sales tactics for 2014 – Part 2
- 15 easy, low-cost marketing and sales tactics for 2014 – Part 1
- 13 Lessons for Researchers Who Don’t Want (or Like) to Sell
- Social media marketing success in 30 minutes a day
- Get it right! You can’t manage what you don’t measure.
- It’s not that complicated! A common sense approach to the marketing & sales process.
- How MR firms are blowing it with new customers: Lessons learned while secret shopping
- Management or sales… you can’t serve two masters.
- Prove it! Nine ways to convince prospects to work with you for the first time.
- Five everyday ways to grow your business
- How that ‘one great client’ could doom your firm
- Six marketing and sales mistakes MR firms make every day
- Eight proven ways to build awareness – and why you should!
- Suspects, Prospects and Clients: Is your firm focused on the right target?
- A Checklist for Conducting Your Own Marketing & Sales Audit
- Learning to play the game: What football can teach us about marketing
- Differentiating your firm in a crowded marketplace
- 25 low- or no-cost ways to grow your business
- 15 Reasons E-mail Still Matters in Sales and Marketing
- Come prepared, dress the part and follow up: 10 dos for exhibiting at MR trade shows
- No rookies, no gum and no Frisbees: 10 don’ts for exhibiting at MR trade shows
- How to see yourself as clients see you
- Marketing 101: It takes Work to make it Work
- Use the 8 Ps of Marketing when Setting Strategy
- Integrate the 4 As of Marketing into Your Planning
- Size Does Matter: 4 Approaches to Growing Your Business
- The 12 Guiding Principles of Marketing (part 2)
- The 12 Guiding Principles of Marketing (part 1)
10 Ways to Get Clients to Sell FOR You (and they won’t cost a dime!)
Nothing is harder than getting a sales prospect to take a chance with your firm the very first time. They want to… but they don’t really know you, or more importantly, trust you.
Good news… the solution is right at your fingertips! Nothing can help prospects overcome their trepidation like a “thumbs up” from other similar companies – your existing clients.
Following are 10 [no cost] ways to leverage your existing clients to help assuage the fears of your soon-to-be clients…
1. Put a list of clients on your website, preferably with logos. The fact that you have a long list of clients – in and of itself – is proof that you can deliver on your promises. And if there are notable names on the list, so much the better. Those names & logos should also be used in your capabilities presentation.
2. Write and share Case Studies. A Case Study is a fairly ‘clinical’ write-up of a specific project with a specific client. The fact that the client is mentioned and project details are given makes them very credible sources. There are four standard sections to a case study:
- The Client
- The Situation/problem
- Your Recommendations
- The Results
3. Ask for referrals. Every once-in-a-while, make sure to ask your good clients if they can recommend anyone else who might benefit from what you do (like they did). This can be in another company… or right down the hall in the same company – perhaps in another division or with another product line.
4. Ask good clients to serve as references. If your clients are happy with your work, they’re generally happy to serve as a reference… just don’t take advantage of their generosity and do it too often. Make sure to get their permission first, before you put them on your list. Also, give them a heads-up before you give out their name, so they know to be expecting the call.
5. Ask for and collect testimonial letters. Got a great relationship with a client… particularly a long-term one? Ask those very good clients to write up something nice about you and put it on their letterhead. These letters should be a mixture of flattering words and specific benefits you deliver. And when a client says they don’t know what to write, tell them that you’ll be glad to write it… and all they’ll have to do is sign it.
6. Gather positive quotes. Are you doing client satisfaction surveys after every project? Assuming you are, make sure you’re asking some open-ended questions… then reviewing the comments when they are returned. If there’s a good quote among the survey results, pull it out and use it on your website… and always cite the source (name & company).
7. Use survey statistics. Related to #6, when you get your client sat surveys back, and assuming you get good feedback, use the resulting numbers in your promotions (e.g. “Last quarter, 96% of all clients were very or completely satisfied with our project work.”).
8. In-person introductions at conferences. While you’re attending conferences this year, you’ll no doubt be networking with some of your existing clients. Two things will happen:
- They will introduce you to whomever they’re standing with (so “run into them” often)
- Ask them for specific introductions to others they may know at the event
9. Co-present at a conference. If you and a client have done some really interesting work together, perhaps one way to get a little recognition for it is by co-presenting at a conference – you can talk about methodology, your client can talk about outcomes. Not only does speaking provide exposure and position you as an expert, it comes with the implied endorsement of your client.
10. Co-author an article. Like co-presenting (#9), co-authoring an article about a major project or interesting outcome provides great exposure about your work with a client – but from an informational/educational perspective. In addition to co-authoring, you could interview a client and write an article from that. You could even ask them to be a guest writer on your blog.
Bottom line: When you speak about yourself, it’s just selling. But when your clients are part of the message – or even helping to deliver it – you’re no longer selling, you’re providing proof that you can deliver on your promises.
Good luck and good marketing.