Valley PR Blog

Getting new biz

By Charlotte Shaff on November 25th, 2009 In Marketing

How will you get new clients and business in 2010?

As an “Indie”, I have found the best new clients through referrals of current clients. New prospects looking for PR who have already seen and heard about my work seem to get what I can offer. When approached by someone random who I don’t know, I find that I spend the first part of our meetings discussing what exactly I do and how PR works. Many times the business person has different ideas of what they thought PR was. They also seem to have no clue on costs. Our work is not easy and it is not cheap. My rates are quite competitive, so I don’t waste much time trying to convince someone why I am worth the price. If they don’t see my value and the value of PR, I don’t want the headache. As I approach the end of the year and look to build my business up again after having the baby, I will be pushing the quantitative results my clients have had through PR. Each client is different in their goals for PR. Some  see success from the amount of hits and attention they get after a media story. Others appreciate the buzz that compliments their advertising and marketing efforts. Some look at the $. When they are happy, they share that enthusiasm with others, some who become new clients themselves.  I know some PR pros and agencies will advertise for new business or market/sponsor. Does that work well? Does it bring in the people you really want to have as a client?

When I worked with a PR agency, we were encouraged to find new business and would be rewarded with a commission or bonus if that client signed on for retainer. I had no idea how to find the new business at the time.  Do those of you at agencies get training and assistance to bring on a new client? Are you encouraged to network for the agency?

Some folks tell me they will cold call for new business. Bleh. I hate that. Can’t do it. Others campaign or meet with a business who is currently doing PR with someone or an agency and discuss what they could do that the other isn’t. That is a touchy situation for me. This is a small town for PR, but business is business and we all gotta make a living…yes or no?

As we enter into a new year soon, I bet your phones will be ringing with possible new business clients. Theres  nothing like resolutions, new marketing plans and excitement in January to bring on the new biz. How will you get yours?

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