How To Get New Business--A Perspective from Key Search Marketing

Key Search Marketing was created to answer an unmet need in the marketplace: to help companies that are positioned to use the Internet as a source for generating qualified, cost-effective leads. In our estimates, such companies are missing out on 15 - 40% of the consumers actively in the market for their products and services by not implementing an effective search marketing program as part of their Sales and Marketing strategy.

That's where we come in. Key Search Marketing offers maximum customer search relevance and onsite conversion through powerful, exclusive search engine experience; proven marketing strategies and proprietary tools to sell far more of your products and services with maximum revenue and rapid ROI. And, we get paid on results; so if you're not getting leads, you're not paying us for our services.

I asked R. Scott Frothingham, a Partner at Key Search Marketing, what he felt was the best way to get business.Here is what he said:

Don't give me a "tour of your brief case" ... I am sure that you have all sorts of great stuff in there -- compelling sales materials, impressive graphs, etc. -- but I am busy, you have a limited time to establish that you have an idea that will help me either:

a) grow a specific profitable area in my business b) solve a problem that I have in my business c) avoid a situation that is negative for my business

This offering must quickly go from generic to specific to my business and my situation. Now you have my attention. To go to the next step you have to establish credibilty. For me the best way to do this is through client referrals and references, especially from businesspeople I know. Get through all of this and then you have to sell me on you.

Not only do I want you to bring some expertise to the table, but I want to know that you truly care about my business, that you are invested in making your product/service/program work for me and my business. If you can do all this, then I want to buy from you and I want to give you and your offering every chance to be successful and be an important part of my plan moving forward.

One final piece of advice ... one that was given to me not by a business guru, but by my grandmother: "You were born with two ears and one mouth, listen twice as much as you talk."