In the current market, pitching for new work can be hard. There’s probably a higher chance you won’t get the work you put effort into the pitch for – either because of greater competition or maybe the client not having the cashflow to make it all happen.
Yet, the way you react to the rebuffal, the way you conduct yourself, could snag you future work so don’t go out in a blaze of glory.
Here’s some tips on how to turn a no into a future yes:
Keep in touch with past pitches
There are countless CRM applications out there – SugarCRM one of our own one-click apps is a perfect example – that can keep track of who you have contacted recently and what they said. Use this to make sure you do make those follow up contacts in 6 months as they suggested – in fact make it 5 months as you know it could take a month to get a meeting set-up and you could also steer a march on your competitors.
Begin a company newsletter
If you sound busy, if it sounds like they might be missing out on a great opportunity unless they work with you, you are more likely to be invited back to pitch for work. Success attracts others wanting success, so send a regular newsletter – monthly is good but depends on your industry and company. Make sure past, present and prospective clients are on your mailing list. Existing clients may also see it and want to be featured, or be inspired by a different sort of work you are doing for another client and sign you up for more work. At the very least it keeps your company name in their mind.There are plenty of free mailing list applications like MailChimp to hep you on your way
Don’t forget personal contact either
If you are in the vicinity or at an even with a past client or would be client, don’t be shy, say hi. Personal relationships are the base upon which the best business relationships are built. Your business may have developed since you last spoke you may have more to offer, equally their business will have changed, with different needs that you could help with.
Stay aware of your clients
Even before you make contact make sure you have had a look at what your former clients are doing. They may have chosen somebody else for their webdesign over you before, but now 6 months on the internet is very different, is there something they are not doing that you could offer?
If you do get knocked back or even after you have completed successful projects always ask for feedback. Don’t be an irritant but do try and be firm, as you will learn an awful lot from how others perceive you.
In summary, be on top of things, be helpful and be aware. You never know what new work might be just around the corner.
Do you have any other tips to share?