b2b writing success member update€¦ · b2b writing success member update 3rd quarter 2018...
TRANSCRIPT
B2B Writing Success Member Update
3rd Quarter 2018 Building Strong Client Relationships
Charlotte S Hicks Managing Editor
3rd Quarter 2018 Member Update
Building Strong Client Relationships
What’s New on the Site
What’s coming…
Q & A
Client Relationship Phases
Pre-meeting
Initial contact
Agreement
Working on the project
Wrap-up
Post-project nurture
Pre-meeting
ID your “Key 100” Develop a plan Be active where they are ◦ LinkedIn and Facebook groups ◦ Industry events ◦ Industry publications
Build a solid reputation ◦ Knowledge ◦ Professionalism
Initial Contact
In person ◦ AWAI Bootcamp ◦ Industry Event ◦ Appointment
On the phone ◦ Prospecting call ◦ Inbound call
By email or snail mail
Initial Contact Goal
First Impression
Show your interest in THEM and THEIR business ◦ Ask informed questions
Situational awareness ◦ Short or longer conversation
◦ All business or personal conversation
Initial Contact Goal
Pay attention to cues ◦ Are they looking for someone right now? ◦ Are they looking for a contact for later?
Make it easy for them to contact you ◦ Connect on social media ◦ Business card ◦ Text/phone
Special Bootcamp Advice
Do your research ◦ Don’t ask, “So, what do you do?”
Do their spec if they have one ◦ Don’t ask, “Do you have a spec?”
Do respect their time and the long line behind you! ◦ Don’t ask for career advice from the marketers
Do follow up after Bootcamp ◦ Don’t expect them to remember everything you said
Agreement
Take your time ◦ What are their needs ◦ What are their expectations ◦ Communicate your process
Negotiate a price fair to both parties If you don’t know, ASK Formal or informal agreement
Working with Clients
Do what you said you will do
When you said you would do it
Keep them in the loop as the project progresses
Treat all members of the team with respect
Wrap-Up
How can you surprise them?
◦ A bit more than they expect
◦ Sooner than they expect
◦ Professional presentation
What’s next?
Testimonial time!
Post-Project Nurture
Newsletter or email nurturing
Congratulations on wins
Stay in contact (without stalking them)
Continue to give, offer ideas
Above all…
◦ Be authentic!
◦ Kindness with a period.
Recent Content
A Surprising Place B2B Sales Methods Work Well (Mandy Marksteiner)
How to Auto-Publish Blog Posts to LinkedIn (Julia Borgini)
The Problem with Your B2B Client’s Website (Candice Lazar)
How to Expand Your Freelance Business (Julia Borgini)
Recent Content
What Really Matters to Your B2B Copywriting Clients (Julia Borgini)
7 Effective Strategies for Generating B2B Leads (Candice Lazar)
5 Tips to Create Content Editors Will Love (Jan Davis)
And don’t forget all the free content too!
Ed Gandia’s Video Tips
Start with What You Know Stick to Your Process for Success
Should You Post Your Fees on Your
Website?
Reality Blogs
A Simple Success Formula
The Best Time to Contact a Prospect
Where Are My Clients? Everywhere!
A Step Toward Full-Time Freelancing
Why I’m Setting Aside Some “ME” Time
How to Get Noticed by Prospects
Podcasts
Bruce Kasanoff on How to Build a Thriving Writing Business
How to Stay in Touch with Long-Term Prospects
Future Trends in B2B Copywriting
What’s Your Client Service Score
Should You Have Fixed Rates?
How to Become an Expert
Upcoming Member Content…
Special Report on recommended B2B books and other resources
Writing for an international audience Tips for keeping your business finances in
order How going to the movies can make you a
better copywriter
Your B2B Community
Like the B2B Writing Success Facebook page
Join the B2B Copywriters Facebook group
Follow B2B Writing Success on Twitter
And on Pinterest
B2B Forum on Groupsite
Be Engaged
Submit your requests for content or live events
Submit your success stories
Write for us!
