Looking for a marketing/sales consultant
September 23, 2014 9:38 AM Subscribe
I've been a freelance graphic designer for over 10 years but somehow, in all that time, have not quite figured out some basic marketing/networking skills. My clients (mostly large, multinational B2B companies) like me and my work and I've gotten by mostly through word-of-mouth marketing -- basically taking the work that comes my way. It's time to do better than that! I'd like to find a marketing/sales consultant who can advise me on growing my business.
Specifically, I'm looking for scripts or guidelines that I can use to:
-- ask current clients for more work within their own company and references to people outside their company
-- reconnect with clients I haven't worked with in awhile
-- approach people I've been referred to
-- do cold calling (or advise me if it is even worthwhile)
I think much of what I'm asking for would be obvious to people who know how to do it, but it feels like a foreign language to me (I'm afraid of asking "incorrectly" and alienating my clients) so I figure I should ask someone who speaks that language and knows the cultural norms.
I'm not looking for a coach to do goal setting, accountability or emotional support. I'm also not looking for someone to do the sales for me. Rather, I want a consultant who can help me set out a plan and write scripts for contacting people, specifically in my target market (large B2B companies).
Does such a consultant exist? How do I go about finding them? Are there key words I can use for a Google search?
Specifically, I'm looking for scripts or guidelines that I can use to:
-- ask current clients for more work within their own company and references to people outside their company
-- reconnect with clients I haven't worked with in awhile
-- approach people I've been referred to
-- do cold calling (or advise me if it is even worthwhile)
I think much of what I'm asking for would be obvious to people who know how to do it, but it feels like a foreign language to me (I'm afraid of asking "incorrectly" and alienating my clients) so I figure I should ask someone who speaks that language and knows the cultural norms.
I'm not looking for a coach to do goal setting, accountability or emotional support. I'm also not looking for someone to do the sales for me. Rather, I want a consultant who can help me set out a plan and write scripts for contacting people, specifically in my target market (large B2B companies).
Does such a consultant exist? How do I go about finding them? Are there key words I can use for a Google search?
I'm afraid of asking "incorrectly" and alienating my clients
Just to add to COD's advice, on the incorrectness scale, none of those questions should cause any of your customers to blink.
People in general like helping other people, and some of them will feel good introducing you (a successful and capable graphic designer) to their colleagues at other companies who are looking for same.
posted by zippy at 10:25 AM on September 23, 2014
Just to add to COD's advice, on the incorrectness scale, none of those questions should cause any of your customers to blink.
People in general like helping other people, and some of them will feel good introducing you (a successful and capable graphic designer) to their colleagues at other companies who are looking for same.
posted by zippy at 10:25 AM on September 23, 2014
Maybe this is what you're looking for? http://marketing-mentor.com
posted by Leontine at 1:09 PM on September 23, 2014
posted by Leontine at 1:09 PM on September 23, 2014
How to hire an idiot is my favourite story about hiring someone to help out with sales. There's pretty good odds that this could be your story as well.
I highly recommend Mike Monteiro's book Design is a Job, if you haven't read it already. The free chapter addresses your question.
posted by kaefer at 9:54 AM on September 24, 2014 [1 favorite]
I highly recommend Mike Monteiro's book Design is a Job, if you haven't read it already. The free chapter addresses your question.
posted by kaefer at 9:54 AM on September 24, 2014 [1 favorite]
This thread is closed to new comments.
1. Hey client, I really like working with with [inset mega-corp here.] Do you know of anybody else in the company that might have a need for my services?
2. Hey former client, I really enjoyed designing that logo for you last year. I hadn't heard from you in a while so I wanted to check in to see if you had anything in the pipeline that I might be able to help with. Also, consider sending out a monthly / quarterly email newsletter to your contact list with links to new work, a few links to interesting design articles that your clients would find interesting, etc. The idea being to keep your name in front on them regularly so that that think of you first when they have a need.
3. Hey potential client, Joe with the company X suggested that I get in touch. I've done several logos for him and he said you were looking for help with something similar. Can we get together to chat next Thursday or Friday at 8 AM?
4. Don't bother cold calling. If you have multiple mega corps for clients as a freelancer you should be able to get as busy as you want just from referrals and growing your business within those mega corps.
If you are a successful graphic designer you have all the communications skills you need for this. You don't need anybody writing scripts. Scripts suck. Talk to people the way you want to be talked to, politely and respectfully. It's not rocket science, and the consultants claiming it is are selling snake oil.
posted by COD at 10:03 AM on September 23, 2014 [2 favorites]