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Execution

Step 1

Make the appointment with your potential new customer. Arrive at the agreed-upon location early and dressed well but appropriately for your industry. After introducing yourself, start the meeting by asking about the client's business to verify that your list of the client's potential needs is accurate.

Step 2

Introduce your company as a potential supplier by executing your strategy of emphasizing the advantages that correspond to the client's needs. Provide documentation that substantiates your company's capabilities.

Step 3

Conclude the meeting by asking for a commitment. If the client is not ready to order, ask when she might decide to place an order. Make sure you leave with an agreement on the next step, whether it is the timing for a decision or a date when you will call back.

Step 4

Send a written note to the client thanking him for his time and reminding him of the next step you agreed to. Make sure to take that next step unless it is clear th

1. Small Business >

2. Advertising & Marketing >

3. New Product Marketing

How to Approach New Clients

by Bert Markgraf, Demand Media 

You have to match your sales efforts to the client's needs.

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Businesses of all sizes need new customers. Your company's marketing plan helps you approach these potential clients and ask them to spend money on the products you are offering. Even if the potential customer fits the targeted profile, he might not become a client. To make a sale, you must prepare extensively, develop a detailed plan for your customer visit and execute your plan professionally.

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