Posted 15th February 2020.
The best way to win high-value corporate clients is with Value-Based Marketing
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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 very tricky to land. And at the risk of administering a pretty severe slap around the face: the reality is that 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.
Click here for the strategies that *do* work to win Corporate Clients »
Posted 27th May 2015.
There’s no doubting the power of email marketing in general: but does it work if you sell to corporates?
Do senior executives really read email newsletters?
Well, here’s someone who’s got email marketing to work very effectively in the corporate market: Adrian Willmott.
Adrian runs Arcus Consulting who specialise in transforming finance functions in major corporations into value-adding business partners.
His clients are CFOs and finance directors in some of the largest UK companies. You don’t really get much more corporate than that.
But Adrian’s emails are very different in style and content to the ones a finance director might get from their accountants or a consultancy firm. And they work.
In this case study I explore with Adrian how he signed up those large corporates for his regular emails, and what he puts in them to get the attention of busy executives and to build the credibility needed to secure meetings and win projects.
Pay particular attention to Adrian’s “ask yourself” strategy that gets his potential clients to pay attention and prepares them for his follow-up.
Click here to listen to the podcast »