Question

Topic: Career/Training

Great Ideas, But I Can''t Get The Potential Client To Sign On

Posted by Anonymous on 11/19/2008 at 9:09 PM ET 250 Points
My question is about (potential) client-publicist relationships. I was approached about meeting with a potential client to talk about how I can use my talents to help his business. I've been brainstorming an preparing re this meeting for over a week, but the client hasn't set up the meeting.

I've followed up. Sent an email. Etc. All the things I can do to gently remind him about our meeting.

I have some great ideas now, but no client to execute them for. My next step is to pitch these ideas to one of his competitors, but I don't want to risk losing this connect and relationship. What should I do? I'm afraid if I wait around too long someone may come up with a similar idea and orignality is important to this succeeding because I live in a small city.

Thank you!

ZM
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RESPONSES

  • Posted by Jay Hamilton-Roth on 11/20/2008 at 8:46 AM Accepted
    Why not tell your potential client what you've told us. You've been thinking over a week, have some great ideas, and want to show them. If they're not interested, then you'll offer them to their competitors. Not a threat, but a business reality.
  • Posted on 11/26/2008 at 3:04 PM Accepted
    I agree with Jay Hamilton-Roth but have an additional advice. Make a clear difference between the acquisition phase (when you are not paid yet for the use of your brains and your skills) and the start of your relation where you can charge the costumer for your efforts (brains, skills, experience, creativity etc. etc.) and the costumer will expect high quality and usable advice, help and assistance.

    During the acquisition phase your goal is to interest the potential customer for the skills, knowledge and creativity you can offer but this doesn't mean that you should give all kind of free services and advice. The challenge is to give a proper and right impression of what you can contribute without working for free.

    I often have success with an offer to do quick scan so a business relation is established. After spending time without any result I learn not to work for free during an acquisition process/meeting

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