The best ways to market to corporate clients

How To Get Corporate Clients: The Ultimate Guide for 2021


Introduction to Winning Corporate Clients

Critical Success Factors for Winning Corporate Clients

How to Target the Best and Most Valuable Corporate Clients for You

4 Powerful Lead Generation Strategies for Corporate Clients

Follow-Up Techniques to Win More Corporate Clients

Selling to Corporates: the Best Approaches for Enrolling Clients

Resources for Winning Corporate Clients

Top of the list of dreams for many small firms and solo professionals is to win lucrative work with big corporate clients.

A few decent projects can keep your business very healthy for a long time.

The trouble is, those lucrative corporate contracts can be extremely tricky to land.

In reality, most of the common marketing techniques you might have been recommended or might even have used just don't work all that well for winning corporate clients.

You see, although things are changing over time, right now, senior decision-makers in corporates don't spend much of their time searching for things online or using social media.

And while the Linkedin gurus will tell you that 58% of CEOs are on Linkedin, what they won't tell you is that hardly any of them use it actively and their profile is usually managed by their PA.

Corporate buyers don't go out to networking events like smaller businesses do.

And their emails and calls are usually screened by assistants trained to keep new suppliers at bay.

Of course, it’s not that these popular tactics don't work at all. You can still raise visibility with more junior people through social media and your website – and that helps in the long run.

Or you might bump into a CEO at an event. And the odd cold email you send might get through to someone senior.

But these tactics don't work anywhere near as well as they do for smaller business clients. And they don't work anywhere near well enough to make them reliable front line options to base your strategy around.

So what's the best way to market to corporate clients?

In this in-depth guide you'll learn a step-by-step approach to set yourself up for success, find the right corporate clients for you, and then to go out and win those high value projects and engagements.

Critical Success Factors for Winning Corporate Clients

Learn the three critical success factors that make a huge difference when it comes to winning corporate clients:

  • Ruthless Focus
  • Leading with Value
  • Nurturing Relationships for Long Term Success

How to Target Corporate Clients and Individuals

Learn which organisations to target for maximum impact - and who to focus on within each corporate client:

  • Finding your Niche
  • The Targeting Pyramid
  • Corporate Decision Making Networks
  • Choosing your Entry Strategy

Lead Generation for Corporate Clients

Learn which lead generation approaches work best to make initial contact with corporate clients:

  • Authority Research Projects
  • Referrals
  • Presentations and Seminars
  • Direct Mail

Follow-Up Strategies for Corporate Clients

Learn how to follow up while adding value to build your relationship with corporate clients and get into pole position for when they're ready to buy:

  • The Personal Touch
  • Systematising your Follow Up
  • Valuable, Interesting Follow Up that builds Credibility and Trust

Selling to Corporate Clients

Learn how to convert your relationships with corporate clients into paying clients:

  • High Value Briefings
  • Sales Meetings
  • Requests for Proposals and Competitive Tenders

Learn more about  Selling to Corporates

Resources for Winning Corporate Clients

A guide to the best books and other resources for understanding and mastering the art of winning corporate clients.

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