I've got an idea for you

Peter Crocker In last week's poll 43% of respondents said they would like to increase their flow of new business. Whenever this topic comes up, thinking tends to focus on "How and where can I find new customers?" But there is another way.

Last week whilst making coffee, a marketing idea occurred to me that I thought would be ideal for one of my clients. So for the first time in a long time, I contacted a client unprompted and said "I've got an idea for you."

His response was so enthusiastic that the next minute we were talking timings and budgets. My idea was in no way earth shattering, it was just a simple addition to his website.

Why does this proactive approach get such a strong response?

I think it's because passionate business people – especially soloists – love nothing better than thinking and talking about their business and exploring ways to make it better. The fact that you're thinking about it too, without even being paid, is music to their ears.

When you sell to existing clients, you have already built up a level of trust and understanding, so you can approach them with carefully considered, relevant ideas.

Selling to new clients, you need to rely on assumptions and can only hope that what you're offering matches what they need. There are a lot of barriers to break down before they'll sign up.

I recommend you spend some time thinking about your current clients and come up with a simple idea or two, then roll out the powerful phrase "I've got an idea for you!" It's guaranteed to at least get you on the phone for a chat.

Even if your idea doesn't directly involve your products or services, you'll get brownie points and fond consideration next time they're looking to buy.

Could proactive marketing work for your business? Tell us how by adding a comment below.

Until next week.

Love your work,

Peter Crocker is a director of Flying Solo responsible for the areas of marketing and advertising. He is a business copywriter specialising in websites, videos and marketing communications.

6 comments | Add your own

Hi Peter,
How am I proactive? I constantly watch the free or cheap training courses offered by the ATO or state government & I subscribe to heaps of newsletters. When something crosses my desk that I think may interest an ANISE Consulting client, I forward it to them. If time permits I will also suggest I come along with them. I have great relationships with a lot of clients, and I am completely snowed with work :) I think this type of 'generous & informative' behaviour develops long term relationships with my clients. Heather Smith ~ www.ANISEConsulting.com from BrisVegas
I'm not surprised this approach works so well. Being considerate costs nothing, and is so much more effective than a less targeted, gimmicky approach. Provided the suggestions you have aren't way off base, the least that will happen is you'll make a good impression on your client. Who doesn't like to feel they've been thought of? It's flattering, apart from anything else. Sam Leader from Flying Solo | Read my articles
I often do things like that too, Peter. I mean if you have the idea, how much time does it take to share it with the person for whom it was intended?
I usually email the client with an outline of what I was thinking and web links if applicable - they always appreciate it and there are times when I end up being the one who implements the idea for them anyway, because of the nature of what I do.
If it's something I think heaps of my clients or readership will benefit from, then I put it in my newsletter for them. I soon get feedback through emails from readers - at least it proves they read my newsletters! Kathie M. Thomas, A Clayton's Secretary from Melbourne, Australia
I agree that this "I was thinking of you" approach works. We all like to be thought of, whether it's by personal or professonal people we know. I often see things in the newspaper or on www and I post or forward them to people (professional or otherwise) that they are relevant to. It keeps your relationships fresh and often leads to ongoing work opportunities. It also keeps means I take an active interest in what's going on, rather than not. rachel@earthlygoods.com.au from Leura, Blue Mountains, NSW
I've been a serial solo entrepreneur for over 30 years and that's exactly what's made me so successful that I haven't done any "marketing" for more than 25 years!
It really works!!! Luci Dawson from Albuquerque, NM, USA
I agree - it is even more needed in today's WIIFM society that we connect with our clients and contacts on a very personal level.
Taking the time to share a pearl of information you have discovered that may be relevant to them is what business relationships are built on. No one is an island.
Heidi Alexandra Pollard from Warners Bay

6 comments | Add your own

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