“Seasons” of Corporate Target Markets
It’s Amy writing the BizLife Digest this week. As you probably already know, I have another business where my target market is corporate clients.
So, this week, I thought I would share a few tips about working with a corporate target market. And for those of you who have other target markets, you will probably be able to extrapolate some ideas from this too!
One of the coolest things about serving a corporate market is they can be predictable. They have various “seasons” throughout the year, and as a consultant, we can align our strategies around those “seasons.”
Here are some of my favorite corporate seasons and ways I like to align my activities by season.
Budget Building Season
As a consultant, this is a great time to reach out to your corporate peeps to discuss strategy and help them with their budgeting process. You can be that trusted advisor that brainstorms ideas and provides some ballpark numbers they should include so they can hire you! I’ve had clients thank me for my well-timed “checking in” call that saved the day during their budget planning process.
Use It or Lose It Budget Spending Season
This is the most wonderful time of the year! :) This is when our corporate clients are trying to spend the rest of their budget; otherwise, they will be allocated a smaller budget the following year. This is where you can get creative to help them spend money! I’ve invoiced people in advance, sold “credits” for a future engagement, and taken deposits on future work. The thing to keep in mind during this season is they usually have the budget but don’t have the time, so the easier you can make it for them to buy now and figure out the details later, the better.
Performance Review and Talent Management Season
If your corporate services involve anything related to leadership or professional development, you can tap into this season to connect with your clients when they need you the most. Be that strategic partner that helps them figure out solutions to their talent and performance gaps.
There are many other seasons I could talk about, but I think you get the point!
The two main things to take away from this message are:
- Know your customer. What are their “seasons” when they NEED YOU the most?
- Connect with your customer during their time of need. They will appreciate your support!
Leave a comment down below and let me know if today’s message hit the mark for you. Michael and I are here to serve you, and we learn from your feedback!