What Clients Really Want—It’s Not the Best Price!
One excellent idea is to create a media plan with your client. Place all of the events the client is having for that year in your database, have it “ping” you three months before the event and then call the client to set a meeting to discuss Remember they are extremely busy, and your proactive approach helps them in their planning.
2. A Clear Understanding of the Client’s Business
Several years ago, there was a TV commercial in which two men were discussing business over lunch. One said to the other, “You know, a guy came to my office today and tried to sell me a phone system?” “Yea, so?” the friend asked. “He tried to sell me a solution before he knew my problem,” the first man responded.
Do you have a “clear understanding” of what your clients really do? Do you ask? Do you research? It is imperative, in order to be different and raise the bar, that you know not only what your client does, but what are their objectives on moving forward. This knowledge enables you to be think strategically (remember No. 1?) and proactively.
3. Experience in the Client’s Industry
Having a knowledge base in the client’s industry sets you apart. Just think how much more marketable you would be to a prospective employer if you spoke three extra languages? Having a deep knowledge base in a respective field—manufacturing, hospitality or drilled down even more as human resources in the hospitality market—you become extremely valuable to that client.
4. Excellent Creative Work
Demonstrating your ability to design, create and build high-end marketing campaigns and utilizing all forms of our medium—promotional products, print collateral and packing—makes you unique. Trumpet your successes, no one else will—promise.
5. Ability to Think Outside the Box
Heck, melt the box! Approaching clients will the same old mundane stuff is not thinking outside the box. Thinking outside the box means taking risks. While it’s true risk begets failure, so what, it also produces huge potential profits, so it’s worth it.