Marketing new clients 5

[71corvette]

Hi All,

I'm not sure if this is quite the right forum for this question, but I don't know where else it belongs so I'll give posting it here a shot...

My office manager has asked me to develop a marketing plan for a persepective new client (a small DOT). I've done a fair bit of marketing with existing clients, but this is a bit different since we don't have any significant relationships with this DOT. I'm struggling to find ways to get our foot in the door and develop relationships that will inprove our chances of winning projects with these folks.

I've got a few ideas of my own, but I'd love to hear suggestings from you folks. What's worked for you and what hasn't?

Thanks in advance,
Tim

 

[TPL]

See if you can get hold of a book called 'Strategic Selling'- this is a really good explanation of all the steps required to make a successful sale (applies to any industry)and would be useful in helping you 'break into' a new client.

 

[cvg]

1) never hurts to do a little begging. stress that you can do a good job if you can just get a chance. start with something small and see how it goes. Occasionally this works. If you get the job, do a good job and you will get more.

2) you can market the lower level guys all you want (guys at the same management level as yourself), but to be successful you also need to talk with the decision makers. This might be department heads, district engineers, or even the state / county / city engineer. Unfortunately, your office manager or perhaps even a VP level manager should be the one to talk with this guy.

3) you could market yourself to other engineering companies and try to be a sub on a larger project. Most structural engineers on DOT projects work for a Civil engineering firm who primes the project. Again start small and work your way up.

4) attend social events so you can meet some of the DOT staff. APWA, ASCE, NSPE are some ways. Personally, I am on a golf league for transportation engineers. Through the league, I have been able to get one on one time with the District Engineer for the state DOT as well as with numerous other engineers, both with the DOT and with consultants.

5) it may take up to 2 years building relationships and contacting people over and over before you finally get the chance you are looking for. You and your boss will need to have patience.

 

[csd72]

There is s atrating and running anew business forum under trends and strategies that would be more appropriate. I would suggest you put a link to this in there.

 

[IRstuff]

Don't forget, the objective is NOT to SELL YOUR product, it's to SOLVE HIS problem.

So, do more LISTENING than TALKING.

TTFN

FAQ731-376

 

[TPL]

Don't forget, the objective is NOT to SELL YOUR product, it's to SOLVE HIS problem.

Surely, the pricipal objective of any salesman is to maximise his own commission by selling whatever he can, in the largest possible quantity, with the maximum number of spares and support services in order to solve problems that the customer never knew that he had

 

[HgTX]

Conferences and committees are another way to meet the DOT people and find out who does what.

Hg

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