How can you build relationships with clients in media sales when new to the industry?

1 Know your clients

The first step to building relationships with clients is to know them well. You need to do your research and understand their industry, challenges, needs, preferences, and goals. You also need to know their decision-making process, budget, timeline, and expectations. This will help you tailor your pitch, offer, and follow-up to their specific situation and demonstrate your value and expertise.

2 Communicate effectively

The second step to building relationships with clients is to communicate effectively. You need to be clear, concise, and consistent in your messages, and use the appropriate channels and frequency for each client. You also need to listen actively, ask open-ended questions, and provide feedback and solutions. Communication is not only about selling, but also about building rapport, trust, and loyalty.

3 Deliver value

The third step to building relationships with clients is to deliver value. You need to show your clients how your media solutions can help them solve their problems, achieve their goals, and improve their situation. You also need to provide them with relevant information, insights, and resources that can add value to their business and decision-making. You should also follow up regularly, track their progress, and measure their results.

4 Be proactive

The fourth step to building relationships with clients is to be proactive. You need to anticipate their needs, challenges, and opportunities, and offer them solutions before they ask. You also need to be responsive, flexible, and adaptable to their changing demands and situations. You should also seek feedback, testimonials, and referrals from your clients, and use them to improve your service and generate more leads.

5 Show appreciation

The fifth step to building relationships with clients is to show appreciation. You need to thank your clients for their business, trust, and loyalty, and show them that you care about them as people, not just as accounts. You can do this by sending them personalized cards, gifts, or invitations, or by recognizing their achievements, milestones, or events. You should also celebrate your successes together, and share your gratitude and enthusiasm.

6 Nurture relationships

The sixth and final step to building relationships with clients is to nurture them over time. You need to maintain regular contact, provide ongoing support, and offer new or additional media solutions that can benefit them. You also need to be honest, transparent, and respectful in your interactions, and address any issues or concerns promptly and professionally. You should also look for ways to grow your relationships, such as by introducing them to other contacts, partners, or experts in your network.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?