Tips and tricks that big businesses do to help secure clients

It’s a constant concern for any business, large or small: how can you bring in and secure clients? It certainly needs hard work but you need to think through exactly what you want to achieve and how you are going to do it.

Top companies have a number of tried and tested methods to attract and retain their clients, so you could take a few tips from the way they operate. Small businesses, with less financial room to manoeuvre, can also use particular methods to bring in clients and keep them.

Big businesses can do some serious schmoozing of clients because they often have deep pockets and can do things smaller businesses simply cannot afford.

Special offers and rates

When you’re out to get new clients you can often pull them in, or at least get them interested, by offering special rates for your products or by having special offers that other clients may not be able to get. Costs can be absorbed by careful budgeting and the knowledge that if you bring someone in with the right approach you will do good business with them in the future.

Corporate entertaining

An evening of fine dining, perhaps tickets to a top West End show or a major sporting event, such as Wimbledon, a Premier League football match or a cricket Test Match, are all weapons in the armoury of a company with deep pockets. Potential clients are likely to be impressed and happy, and that can often seal the deal.

Impressive gifts

Gifts don’t have to be hugely expensive when you are wooing a client but they do need to be of excellent quality, otherwise the gesture becomes effectively worthless. It’s worth taking time to think about what would suit a particular client. For example, a set of stylish crystal whiskey glasses or wine glasses is likely to make a lasting impression and help the deal.

Though small businesses may not be able to match some of the techniques big businesses use – though quality gifts need not be very expensive – there are a number of ways to encourage potential clients to come on board.

Research and professionalism

When you are pitching to a larger company, take the time to research and understand the industry and market. Make sure your business image is professional. Present yourself well and be punctual for meetings. Your premises, website and printed materials should of high quality to help you present your image.

Find the decision maker

Pitching to the wrong person is a waste of everyone’s time. Your research needs to pinpoint the company’s decision maker and then you have to persevere to speak to that person and get your message across.

Project confidence

You know your business and how you can help theirs. Don’t be overwhelmed, be cool, calm and collected.

Incentives and professional approaches are more impressive than you may think, so you can use any of these techniques that have a high chance of being successful and gaining new and appreciative clients.