AICI GL BAL

COMMUNICATIONS
INITIATING CONTACT
For the corporate customer, it’s very important to initiate, make your
move, and actively propose the service to them, because not many
companies know that they can include image consulting in their corporate
communication plan or in their executive coaching plan. For individual
customers, a spontaneous request is my favorite way to connect with a
potential client.
Basically, my marketing strategy consists of cultivating personal
relationships, making presentations during conferences, and publishing
articles and interviews in magazines. My experience has shown that for
me this is the right way to initiate a contact with potential clients and is
certainly the most consistent with my personal style! (Italy)
INITIATING CONTACT
If it is a personal client, I usually wait till he or she approaches me, so I
won’t feel like I’m being pushy or rude to them, but I certainly find a way to
let them know about what I do and what I can help them with.
If a potential client is a school, a public person, or a corporate client, I do
some research on them and on their possible needs so I can knock on their
door with a viable proposal. (Mexico)
STAYING IN TOUCH
Mostly, I connect with clients every six months, unless there is something
specific that needs to be taken care of sooner. I give them a call and send
them an e-card on their birthday. (Mexico)
INITIATING CONTACT
Here in Chile, when we are trying to sell to a company, we usually make
phone calls to contact a manager. Some are very difficult to reach, and we
need to send them an email. The easiest way to ensure contact is when a
friend can get you in touch with a potential customer, and then we can do
our marketing job. Customers also call our company directly when they
have a special need that we can satisfy. A bidding process is normal. They
usually contact three companies to select one. (Chile)
STAYING IN TOUCH
After we have provided our services, we follow up with a minimum of
two contacts during the year. This is usually done through email—we
offer new services, ask them about new needs, etc. (Chile)
AROUND THE GLOBE:
LOCAL PERSPECTIVES ON
EFFECTIVE CONNECTIONS
24 | January 2015 magazine