How to Get Corporate Prospects to Come to You

Your phone rings. Or pings.

An email alert flashes up.

The whale you’ve been chasing for what seems like years, wants YOU.

In fact, they need you.

It doesn’t get any better than this.

All those unreturned calls and emails. All those conversations that, seemingly, went nowhere. All those thoughts that avocado farming was starting to look better than what you’re currently doing.

All forgotten.

If only this happened every month or week.

Instead, the norm is that you have to scrap, call, email, and post all the time, just to get a sliver of an opportunity.?

And then maybe, eventually, the precious whale will deign to allow you to pitch for their business along with 3, 4, or 5, other, equally miserable, competitors.

There has to be a better way, right?

Well there is, but the reality is that you can’t rely on it.

As I’ve discussed previously, basing your business on someone maybe needing your services is not a robust way to hit this quarter’s sales numbers.?

If, however, you consistently add value and create quality touchpoints with people who may, some day, buy from you, it really is amazing what opportunities can come your way.?

Rather than wait for that to happen, here’s how you can specifically make it more likely - and more often - that corporate prospects will come to you with opportunities:

1. Empower Referrals

Word-of-mouth is always powerful, especially when it comes from people who have worked with you before.?

Here’s how you can encourage your existing or previous clients to refer their corporate contacts to you:

• Incentivise Referrals: If it’s appropriate (some clients may be barred from accepting any type of incentive), offer rewards or discounts for successful referrals. This could be in the form of service credits, exclusive deals, or gift cards. Of course, the incentive must be appealing enough to motivate your clients.
• Create a Referral Program: Develop a structured program that makes it easy for clients to refer your business. Provide them with referral materials, such as personalised links or templates they can use to introduce your services.
• Strategic Partnerships: Form alliances with other, non-competing businesses that serve the same target market. Joint marketing efforts can expand your reach and lead to referrals.
• Community Involvement: Engage with industry associations and other types of similar trade organisations. Then get active so you’ll be noticed and become a person of influence.

2. Loss Leader

Attract corporate prospects by offering a highly desirable product or service at a low price, or even for free, to get them through the door:

• Special Promotions: Provide an initial service that has value to the prospect at a reduced rate, or for free.
• Free Trials: Allow prospects to experience your offering with no initial commitment. This could be a limited-time trial of your software or a free introductory session of your service.

3. Enter & (Ideally) Win Awards

Gaining recognition through awards can significantly boost your credibility:

• Industry Awards: Apply for industry-specific awards that highlight your achievements and innovations. Awards from recognised organisations can greatly enhance your reputation.
• Publicise Your Wins: Promote any awards or recognitions on your website, social media, and marketing materials. Displaying these accolades prominently can instill confidence in potential corporate clients.

4. Get on Their Radar

Show your interest in corporate prospects by actively engaging with them:

• Join Vendor Lists: Register your business as a potential vendor for large corporations. Many companies have supplier portals where you can submit your business details.
• Participate in RFPs: Yes, Requests for Proposals (RFPs) can be an annoying waste of time (when you don’t get the gig, but a wonderful investment when you win. Tip: you don’t need to say yes to every RFP. Be selective and save your time, money and energy.

5. Create Scarcity

Create a sense of urgency and exclusivity around your offerings:

• Scarcity Works: Offer limited-time deals or exclusive packages. Let them know that these offers are available only for a short time or to a small number of clients.
• Exclusive Access: Provide early access to new products or services for select clients. This can make corporate prospects feel valued and prioritised.

6. School’s In!

Why not offer:

• Workshops and Webinars: Host sessions on relevant topics that attract corporate decision-makers. Ensure these events are interactive and provide actionable insights.
• Training Programs: Develop training sessions that address specific industry challenges. Offer these programs to corporate prospects to help them improve their operations and strategies.
• Speak at Conferences: Get on stage at industry events to share your knowledge. Builds credibility, separates you from your competitors and enables you to meet prospects on your own, thought-leadership terms.

7. Be Digital Strong

A strong online presence is a must to attract corporate prospects:

• Content Marketing: Regularly update your blog with relevant articles, videos, and infographics. Use SEO to increase your visibility and attract organic traffic from search engines.
• LinkedIn Engagement: Most people and companies under-use LinkedIn as a means to engage with corporate prospects. Don’t be one of them!??

Remember, whatever you do, keep showing up and add value consistently!

To see how we can help you, book a session with us here.

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