In this world where we all have the attention span of a gnat on espresso it is more important than ever to be appealing quickly and consistently to our clients. It’s about them, solving their problems and it’s our responsibility to break through to capture their attention.

Here are some quick suggestions:

• EVERY contact must be relevant to the client

• EVERY contact demonstrates knowledge of their business

• EVERY contact is professional and respectful of their time (their time is a privilege)

• EVERY contact is simple, concise, straightforward and about them

• EVERY proposal is cost-effective for them and fits within their budget (do you know their real budget?)

• EVERY proposal is fresh, innovative, creative and about them

Or, do you want to turn your clients off?  Here are some suggestions:

• Be irrelevant

• Contacts are about you and your station

• Materials (verbal and written) are about you and your station

• Contact them before you know much or anything about their industry and business

• Present the same ol’ info the same ol’ way – nothing new, customized, innovative or creative

• Present something generic but loaded with flashy “tricks” to cover it up

• Communicate poorly and/or disrespectfully – remember, presentations are a privilege

 Are you willing to EARN your clients’ attention and business? It takes more work but the rewards will be appealing to all!

“It is easy to get to the top after you get through the crowd at the bottom.”
Zig Ziglar