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Bar News - September 18, 2009 Marketing Minute: Whose Job Is It? There are few marketing tactics that work better than a referral. Instant credibility. The personal seal of approval. No wonder we all covet them. So, we sit back and wait. After all, our clients love us. Surely they are out there telling everyone they know how good we are. Right? Wrong.
So you need to do your part. Ask them. Be sure to frame your question to help your client really hone in on the right kind of prospect. This means you need to do your homework. You need to be able to describe what kind of business is the best fit for you. Think of the clients that you have the strongest, most mutually beneficial relationship with. What do they have in common? Size? Type of work? Location? Category of business? You get the idea. It makes sense that other businesses with those same traits would be a natural fit. Create a client profile that really captures your ideal client. Then, see if your clients can help you find a few more. Once you’ve got your client profile ready, share it with your clients. Here’s betting many of them will have someone they’d like to introduce you to. So, which client are you going to take to lunch this week? This article, one of a series of free marketing advice columns called "Marketing Minute," was provided by the Bedford Granite Group, an advertising agency based in Manchester. Visit www.bggadvertising.com for a free e-mail subscription to Marketing Minute. |
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