Contacting a New Client

Question: If I am trying to contact a new client what should I do first?

Answer: There are many ways to research an organization to understand their business model, recent product or staff announcements and business opportunities should exist in the media through the internet. Before you contact someone new make sure you have done your homework and know why they are a good prospect for you.

Question: If I have done my research how do you suggest I actually make my first contact with someone I do not know?

Answer: There is one of two ways I would suggest, but many times the fastest is to send an email message. Make sure the title of your message is relevant and your message short and to the point. You can always call them initially but many times if they have seen something from you first they may be more willing to take a phone call from you if they see a benefit to them in speaking with you. If are going to include an offer make sure it is relevant to what you believe is their current business need.

Question: If I have sent email and tried to contact someone new on the phone without any results do you have another idea on how I can get their attention?

Answer: If you know they attend certain industry events try and watch the attendee lists and see if they are registered so you can seek them out. Believe it or not sending a postcard is still an effective way of getting someone’s attention.  Finally you may be able to find them on LinkedIn and send an invitation to them or message to reach them. The key is that the more you try eventually you should be able to make contact with them. Also when you search for them on LinkedIn if you have the Premium Service it will show you contacts you have in common with them. This may give you the opportunity to have someone you know extend an invitation to them for you.

Finally remember that any individual who may be a new business prospect for you is also a prospect for multiple other organizations that are also trying to reach them. Always be respectful of their time and be very enthusiastic when you contact them.

By: Ted Miller, HMCC, CHME, CHSP, CGTP, CGMP