How to Get Prospects to Call You First

It’s biz dev nirvana.

A prospect contacts YOU because they need your help.

No chasing, no awkward cold calls, no ignored emails - just you answering their call, ready to start working (and invoicing).

It does happen.

With a little strategic finesse, you can ensure that it happens more often.

Getting corporate clients to call you isn’t about luck - it’s about ensuring that you’re the obvious choice when a need arises. 

It takes consistent effort, positioning, and understanding what those clients need most. When you do it right, you’ll become their go-to person before they even consider anyone else.

Here’s how you can stack the new client odds in your favour:

1. Be the Go-To Expert

Whales don’t want someone who dabbles; they want a specialist who’s seen it all and solved it all. 

Do the following things to position yourself as the authority in your field:

• Write blog posts, LinkedIn articles - or newsletters - that address industry-specific challenges.
• Share detailed case studies that demonstrate how you’ve solved similar problems.
• Host webinars or participate in panel discussions that highlight your knowledge.

When you consistently show that you’re the best at solving their unique problems, you’ll become the person and company they think of first when they’re ready to act.

2. Understand Their Business Better Than They Do

Corporate clients aren’t looking for just any partner; they want someone who truly understands their challenges and goals.

This starts with research. Dive into their annual reports, industry news, and competitor activities. Know their pain points and what keeps them up at night. Then, when you engage with them, you can address these issues head-on with tailored solutions.

When a prospect feels that you “get” their business better than others, they’ll naturally gravitate toward you.

3. Create Content They Need

Every corporate has questions they’re desperate to answer; your job is to provide those answers.

Often, given their experience in the industry, suppliers have more knowledge than some of the clients they’re looking to work with.

Content showcases your insights for all to see. 

Consider what problems are your dream clients trying to solve right now? Then create content that’s not just helpful, but irresistible. 

It could be:

• An in-depth guide breaking down complex challenges in the industry.
• A quick video that offers solutions in under three minutes.
• A checklist they can use immediately to start improving their processes.

Quality content doesn’t just inform - it builds trust and positions you as the expert clients have to work with.

4. Be Where They Are

You can’t expect clients to call you if they’ve never seen or heard of you. So, find out where they spend their time and make sure you’re there, too.

Back in the day, the golf course was where deals were done. 

Don’t like golf? Thankfully, there are many other ways to interact with prospects:

• Are they active on LinkedIn? Share posts that catch their attention and join discussions in their industry groups. Or engage with the content they post.
• Do they attend specific conferences or events? Be present, speak, or network strategically at these gatherings.
• Are they in niche forums or newsletters? Ensure your expertise shines through in those spaces.

The more visible you are in their world, the more likely they’ll remember you when it’s time they need help.

5. Make It Easy to Reach You

This might seem obvious, but many people make it unnecessarily difficult for clients to connect with them.

Here’s how to fix that:

• Ensure your website has a clean, simple layout with a prominent “Contact Us” button.
• Keep your LinkedIn profile professional and updated with a clear headline that says what you do.
• Add multiple ways to contact you—email, phone, or even a chatbot for quick inquiries.

The more accessible you are, the more likely prospects will reach out to you.

When you combine all these strategies, you’re no longer just another option, you can be the best and most obvious person to speak to.

P.S. We're getting closer to the official launch of Landing Whales: The Proven Blueprint for Winning Corporate Clients!

Be the first to know when our book goes live on Amazon by signing up HERE.

To see how we can help you, book a session with us here.

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