Getting Corporate Accounts

Question: Shirley, is there any insight you can give me on how to obtain corporate accounts in this business?

I am starting a gift basket/silk floral arrangements home-based business in the near future, but I would like to primarily have corporate accounts rather than an individual customer base.

I could also use some pointers on how to market this business.

Any information would be greatly appreciated.

Response: Next to holiday sales, corporate sales are the best source of gift basket revenue.

Here are five pointers on marketing your business to the corporate sector.

First, on finding them:

1. Determine what type of corporations in your area are plentiful and most likely to buy gift baskets. Is your state or area a mecca for pharmaceutical firms, software giants or international conglomerates? Make a list of the area corporations, then you can determine the target.

2. Get your foot in the corporate door by contacting human resources (employees recuperate, have babies and birthdays, move, etc.) or sales and marketing executives.

Find personnel names through a chamber of commerce directory, or ask a reference librarian if a book of state corporations exist (most states have such a book which reveals key executives' names).

Last, on getting their business:

3. Let your sales literature's words express that your gift baskets open doors, solve problems and close sales for the corporate customer. Send the prospect a letter of introduction, trifold mailer with punch-out rolodex card and glossy gift basket brochure to get the message across.

4. Take no more than three baskets to a meeting if presenting your business in person. Ask the client about his current needs to help pinpoint what type of baskets to show. Also, take a product sample for taste testing (chocolates, truffles, etc.).

5. Don't contact the corporate buyer just to sell. Corporate clients are people, too. Send the person a birthday card (get the month/date through casual conversation or secretary) and newspaper clippings on his/her industry or profession. Goodwill during non-sales contact strengthens the sales relationship.