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Small Business Digest


For Landing a Client, There’s Nothing Like Face Time

A company may have the best product or service on the market, but if it wants to land that dream client, it first needs to get its foot in the door.

Getting face-to-face time with major decision makers isn’t easy, and it’s even more difficult with new clients. But a home-based business owner says it’s the best way to convince clients of your business’s potential.

Bob Marshall, president of Marshall Face2Face, a company that specializes in corporate matchmaking and lead-generation for clients, says most employees are too busy to communicate in any other way besides the phone or e-mail.

“In today’s economy, it is becoming harder and harder to get one-on-one time with new clients,” he says. “Employees are stretched thin, performing the jobs of two to three people.”

So with that in mind, Marshall urges business owners to remember four tips when trying to secure that crucial meeting.
The first is networking – which can be done at sporting events, weddings and even on planes.

“Attend local business-networking events and meet peers,” he says. “Not only will you possibly run into that client you’ve been hoping to meet, but you’ll meet a few other potential clients along the way.”

People are busy, so a gentle reminder can be helpful. Sometimes they forget about a company’s services, says Marshall, so mailing a brochure, sending an e-mail update or making a quick phone call will keep the company at the forefront of that potential client’s mind.

Using technology is one of the best ways to help secure that crucial meeting, says Marshall.

“The Internet provides a wealth of information. Use search engines to do research on target companies and find out who the key contacts are. Connect with those people on [social-networking sites], and make sure to send out regular status updates about your business,” says the corporate matchmaker. “Down the road when they need help, these contacts will know where to find you.”

Finally, says Marshall, enlist the help of a professional. Why?

Because an experienced appointment-setter can get to know needs and wants, and then go afterr dream clients. Once that is done, Marshall says, all that’s left is to show up to the meeting, present the company’s plan to the decision-maker and, it is to be hoped, walk away with a new client.

Marshall Face2Face, based in Encino, Calif., can be reached  begin_of_the_skype_highlighting720-878-4282.   


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