Top 5 Tips To Pitch Corporate Clients Successfully
- Brainz Magazine
- Feb 25, 2022
- 5 min read
Written by: Maria Ebenezer, Executive Contributor
Executive Contributors at Brainz Magazine are handpicked and invited to contribute because of their knowledge and valuable insight within their area of expertise.
If you provide services, then you know the best way to land premium clients is going corporate.
I can tell you a number of reasons why working with corporate clients are a lot more profitable than working with individuals, but the top of my list is because corporate clients always choose quality over price. They’re willing to invest heavily in your services if they think it’s worthwhile to their company, no matter your pricing.
Most entrepreneurs I’ve come across really want to land corporate clients, but one of the reasons they don’t or can’t pursue it is because they don’t know where to start.
Having worked with over 40 corporate clients across 15 countries, here are my top 5 tips for pitching corporate clients successfully.
1. STAY UPDATED
If your timing doesn't match with the projections of corporate clients, your proposal would not be considered no matter how valuable it is. So if you're trying to pitch to a particular company, you want to stay updated on every of their moves.
Know the timeframe for their projects, exactly what they’re working on and when best to approach them in order to ensure that your proposal is timely and relevant to them.
How do you stay updated? Subscribe to the company’s newsletter, have them on your google alerts keywords, read all their press releases, follow their official social media pages. You’ll definitely find valuable information via these channels about the right timing and projects to pitch your services to.
2. USE LINKEDIN:
This is one of the effective ways to access corporate employees and executives. Most of the key personnel you need to get your pitch through the door are easily accessible on LinkedIn.
Some years ago, I was trying to land the Federal Airport Authority of Nigeria, the only way I got a meeting scheduled with the Assistant Director General was through some of their executives I had connected with on LinkedIn ‒ otherwise, that facility was not open to civilians.
Search and connect with the head of the departments you need access to on LinkedIn, and with a nicely crafted direct message, you’re on your way to closing that company. LinkedIn is a great place to make good connections that may lead to your dream corporate clients.
3. ATTEND CONFERENCES AND BUSINESS EVENTS
Plan your next event attendance intentionally. Events have been known as an avenue to meet and network with decision-makers of corporate organizations. Corporate executives are usually more receptive when you meet them at events, and make a great first impression about your brand.
During the refreshment and networking breaks at the event, you can approach them to make intelligent conversations and exchange business cards. It's easier to remember you when they can put a face to your brand and have had a firsthand experience of how you presented your brand.
So lookout for the events that your target corporate clients are sponsoring or where their decision-makers would be speaking at or attending, and come with a game plan.
4. TAKE FOLLOW-UP SERIOUSLY
Do not underestimate the power of follow-ups. I have learnt that one contact is never enough to close a client. Sales experts tell us that it takes 5 contacts to convince a potential customer to buy from you. So if after that first email, you got no response, don’t be dismayed - it is absolutely normal.
Recently, I followed up on an important proposal, and the reply I got almost immediately was that my email came in just at the right time they needed my service and I closed that client. So what happened the first time I sent the proposal? They missed it, and I would have missed them too if I didn’t send that follow-up email!
You have to consider these ‒ What if your first email landed in their junk folder? Or came in a middle of a busy day and they thought they would reply later but forgot. When you don’t get feedback, the only way to be sure it got to the recipient is to follow up on your proposals.
Does this mean you have to keep following up forever? Personally, I consider 3 contacts enough to get a response, but the experts say 5. If after 3-5 contacts, your potential client still doesn’t respond, shake it off and move on to the next client who would be lucky to have your services.
5. BRING YOUR A-GAME
So you have researched that company, ensured that your timing is right, gotten the right contacts, it’s now time to show what you got.
Before you approach a corporate client, you need to be adequately qualified, prepared and organized. Obviously, first you have to be operating as a corporate business. From having your business registered or incorporated, to your tax clearance, your portfolio and getting your brand paperwork ready for business.
First impression is everything and in most cases you would only get one chance at it. They may not have the time to review your brand on social media or visit your website, but they would be sure to review the documents included in your email. So make sure your first contact has all the information they need to make a decision on your services.
A vital document to attach to all your proposals is your Portfolio. It’s a powerful tool that showcases your competence, and an impressive and professional portfolio converts clients at first contact.
Not sure how to get started with creating that impressive and professional Portfolio for your brand? You’re in luck! I have used my Portfolio to land over 40 corporate organizations across 15 countries, and I have created a template and walkthrough guide of how you can create yours using my winning template. Go get it here.
Maria Ebenezer, Executive Contributor Brainz Magazine
Maria Ebenezer is an Ex-Model and a Serial Event Staffing Entrepreneur.
As the Founder of Emerald Green Ushering Services, Maria has built a premium event staffing agency that secured a global partnership and staffed major West Africa conferences and exhibitions held in Nigeria. In addition to setting up a standard training program for event hostesses in Nigeria, Maria has staffed events for over 40 globally renowned organizations across 15 countries in Europe, Asia, America and Africa, including Global Trade Review, Global Real Estate Institute, International Data Corporation, National Insurance Commission, to mention a few.
Maria is a CREA Global Awards Honoree 2021, a Cherie Blair Foundation Mentee Alumna 2021 and Nigeria's 25under25 Awards Nominee 2018. She has been published in international media outlets, including Brainz Magazine, She Leads Africa, Africa Entrepreneurs Social Network (Apreneur), to mention a few.
With an educational background in International Business Management, she started off her career as a Model. After years of being on TV screens and magazines, Maria founded Emerald Green Ushering Services in 2015. Her agency has trained over 1600 young women to become professional event hostesses and hired over 100 hostesses.
Beyond growing her businesses, Maria has since then mentored and coached event entrepreneurs and business owners on her best practices and tools to scale their businesses through her online courses and speaking engagements.
