7 Ways to Boost Your Bankability with Corporate Clients

Corporate clients can't buy from you if they don't know about you. And most of them are so overworked that they don’t have time to find a needle in a haystack. Instead, they'll ask colleagues or even other vendors if they “know anyone good.” They'll look in their own Rolodex to see who they might already know. And they might, just might, do a Google search. If you're not on your ideal client's radar screen when they are ready to buy, you're going to miss the opportunity. This is especially important because at any given time, only about 3% of your buying population is in the market for whatever service you offer. So how can you raise not just your visibility, but also your marketability? Here are seven strategies. Enter award competitions. There are awards for just about every type of professional service imaginable. There are also media rankings and other accolades designed especially for small business owners, women in business, solopreneurs, and so on. By winning awards, you'll not only gain greater visibility, but you'll also have the added credibility that comes from a third-party organization recognizing you, your business, or your best work. That goes a long way in the eyes of a potential corporate client.rnWrite a guest column or blog. Having your own blog or newsletter is great. Being a guest contributor for a professionally published blog, newsletter, newspaper or magazine is even better. “Real” publications have broad reach and a lot of clout. As a guest contributor, you’ll be seen as a top expert in front of a whole new audience.rnServe on the board or chair a committee for a professional association. Corporate people put a lot of stock in what major industry and professional associations say. And just about every profession and industry has at least one association (if not more) dedicated to its field. For example, in the communications and PR fields, the International Association of Business Communicators (IABC) and the Public Relations Society of America (PRSA) are top players. Getting actively involved by serving on a committee, volunteering or speaking will put you elbow-to-elbow with potential clients while helping you establish strong credibility.rnAuthor a book. As a small business owner, having a published book gives you a tremendous advantage over your competition. Besides giving you a product to sell or use as a marketing tool, and it also positions you an authority on your topic. To the corporate client, your book is a sign that you’re a capable, knowledgeable service provider that they can put their trust in.rnBe a media darling. Being quoted by the media is good no matter who your target market. But it's even more important when you're targeting corporations. If the media sees you as an expert in your field, corporate clients will see you that way too.rnSpeak at professional conferences. Conference planners are always looking for new speakers and new topics, and consultants are especially in demand. The free advertisement and exposure you’ll receive before, during and after these speaking engagements will have tremendous benefits for your business. The key is to choose the right conferences: i.e. the ones your target clients attend.rnIssue press releases. Putting out your own press releases — and using a real press release distribution service — shows clients that you’re the "real deal," not just someone who hung a shingle yesterday. And with online optimization of press releases, you'll also get major SEO points that will make it a lot easier for potential clients to find you online.rnThese seven strategies are just the “tip of the iceberg” when it comes to raising your visibility and bankability to corporate clients.