Success with New Clients

We all need it, we all try many different ways to achieve it and at more than one stage in all of our business lives we have lamented not having better success rates! I am of course talking about New Business! Why should a potential client pick you and your company to work with them as opposed to someone else? Sure we all think we have unique selling points, better software, a better price, a more enticing deal and so on, but in truth, no one has to buy from us. For a start not all buyers are rational in their purchasing patterns - we all buy whether for business or in our personal lives on occasions, against our usual behaviour. So how can we differentiate ourselves from our competitors and win that business? In my view it is always worth remembering that it's you they buy - once people have bought you they will nearly always buy the product. so, how can you make the most of that fact?

Over the course of this week I am going to talk you through my 75 great sales tips starting today with PR and Credibility.

• Use PR to establish your credibility and seek to be recognised as an expert in your field


• Write columns in local trade magazines and newspapers


• Phone local radio stations and arrange to do talk shows in your field


• Take any opportunity to be interviewed by a journalist


• If you are accredited to any organisations that are well regarded in your field or if you have won any external awards within your sector, or if you have appeared in print or interviews, let prospective customers know!


• Ask satisfied customers to express their satisfaction in letters, which should be carried in a testimonial folder.


• Build brand awareness from the beginning. Ensure that there is consistency through all your material, from your brochure to business cards.


• Encourage senior colleagues or associates to join you on client visits


• Always carry your business cards and distribute them freely.


• Always provide information about your products to colleagues and acquaintances.

Tomorrow we will look at the all important, but often overlooked stage of planning and preparation.

If you would like to buy a copy of my 75 Great Sales Tips please visit the product section of my website http://www.craiggoldblatt.com/

If you would like to book me to work with your organisation email me craig@craiggoldblatt.com

Warmest Regards

Craig