Contacting a New Client

By, Ted Miller, HMCC, CHME, CHSP, CGTP, CGMP

Question: If I am trying to contact a new client, what should I do first?

Answer: There are many ways to research an organization to understand their business model, recent products, or staff announcements, and business opportunities should exist in online media. Before you contact someone new, make sure you have done your homework and know why they are a good prospect for you.

Question: If I have done my research, how do you suggest I actually make my first contact with someone I do not know?

Answer: There is one of two ways I would suggest, but often the fastest is to send an email message. Make sure the title of your message is relevant and your message is short and to the point. You can always call them initially, but if they have seen something from you first it gives them an opportunity to determine if they see a benefit in communicating with you, making them more willing to accept your call. If are going to include an offer, make sure it is relevant to what you believe is their current business need.

Question: If I have sent email and tried to contact someone new on the phone without any results, do you have another idea on how I can get their attention?

Answer: If you know they attend certain industry events, try and watch the attendee lists and see if they are registered so you can seek them out. Alternatively, sending a postcard is still an effective way of getting someone’s attention. You may also be able to find them on LinkedIn and send an invitation to them or message to reach them. The key is that the more you try, the more likely you will be to eventually make contact with them. When you search for them on LinkedIn, if you have the Premium Service it will show you contacts you have in common with them. This may give you the opportunity to have someone you know extend an invitation to them on your behalf.

Finally, remember that any individual who may be a new business prospect for you is also a prospect for multiple other organizations that are also trying to reach them. Always be respectful of their time and be very enthusiastic when you contact them.