Government Connections - Spring 2014 - (Page 21)
Basics for Contacting a New Client
BY TED MILLER, CHME, CHSP, CGTP, CGMP
STARWOOD HOTELS AND RESORTS
new, make sure
you have done
and know why
they are a good
prospect for you.
Question: If I am trying to contact a new client, what should I do first?
Answer: There are many ways to research an organization in order to understand their
business model, recent products and business opportunities in the media through the
internet. Before you contact someone new, make sure you have done your homework and
know why they are a good prospect for you.
Question: After I've done my research, how do you suggest making contact with
someone I do not know?
Answer: There are two approaches to contacting a potential contact for the first time that
I would suggest. Many times the fastest way is to send an email. Make sure the title of your
message is relevant and your message is short and to the point. Calling first is another option,
but be mindful that if they have seen something from you first, they may be more willing to
take a phone call from you. Your potential client needs to see a benefit in speaking with you.
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, monitor the attendee lists and see
if they are registered so you can seek them out. Believe it or not sending a postcard is still an
effective way of getting someone's attention. Finally, you may be able to find them on Linkedin
and either send an invitation to them or directly message them. Persistence will eventually
Finally remember this: Any individual who may be a new business prospect for you is
also a prospect for multiple other organizations. Always be respectful of their time and be very
enthusiastic when you contact them.
Table of Contents for the Digital Edition of Government Connections - Spring 2014
Protocol and Government Meetings
Know Your Bell Curve
A Leadership Lesson from Toilet Paper
Education Day Highlights New Focus on Outreach and Advocacy
Meet a Member
Government Connections - Spring 2014