Going For The Corporate Dollars!

by Sharon Buck

Do you dream of having only corporate business? Do you dream of just having those big corporate dollars roll in while you have a staff that does most of the work?

Slap yourself now! In fact, slap yourself hard and wake up!

Least I sound like Simon on the American Idol television show, let me hasten to add as nicely as possible you need to look at the big picture when going for the corporate dollars.

Many, if not most, corporations only do a big "blow out" event once a year. With the economy the way it's been over the past several years, many corporations don't spend as much as they used to. Focus on doing consistent business with the corporations and not just a one-time event.

How? Focus on departments. Different departments throughout the year do different events. The Marketing Department may do 4-6 tradeshows a year. Have you thought about a design that has high visual impact, is air-filled, can be shipped easily and inexpensively, and the design can be changed? Wow! Sounds like a Rouse Matrix or SDS time! You can create patterns for the Marketing Department to use at the trade shows.

The Health Department may do seminars once a quarter; the Travel Department may do something twice a year; the employees may have a retirement/birthday group who do something.

Think outside the normal realm of one corporation one sale routine! There are boatloads of opportunities within one corporation. Seek them out!

When marketing to a department make sure they know you are doing work for other departments. This helps to keep you in the loop and on every department's minds that you're the one who is doing all of the balloon work.

Send out monthly newsletters highlighting your work in the various departments. This is also a great opportunity to run a contest or offer a discount coupon.

How do corporations pay? In my experience, if you simply say, "Our policy is 50% up front and the remainder is due on the day of the event" you will be paid that way.

You don't have to be the largest balloon company in your area to get corporate business. Sell them on the personal attention they'll get, sell them on how THEY can look good by choosing you, and always be courteous to them. It can mean the difference between $2,000 a year and $10,000+!

Corporations can be a challenge to get into but, once you're in, work like each job it is the first and you'll have more and more business referred to you.

If you would like to subscribe to our weekly balloon marketing tips, please email me at balloonsaregreat@aol.com.

Plan your success, make it happen.

Sharon E. Buck
The Balloon Entertainment Company
Birmingham, AL