Jeremy runs a free water company funded by ads on bottles. After landing Oxford University as a client, he needs to find more. The strategy: partner with universities and event companies that already reach his customers, starting by contacting three specific people at Cambridge.
You want to raise your—
Sorry to interrupt. I'm Jeremy.
Oh, Jeremy. Nice to meet you. I understand you've got a business challenge at the moment.
I have a free water company and it's free because it's paid for by the advertising in the packaging. Yep. I got a commission a few months ago from Oxford University. It was the most complimented item on the night. People took them home as souvenirs. So I immediately thought the floodgates would open and I'd get lots more commissions. So my challenge really is finding new clients.
So one of the biggest challenges I think business owners find is like getting more clients, but actually they think of it in terms of their marketing, like finding one client at a time. But imagine if you could find 1,000 potential prospects or 10,000 potential prospects all in one go? Would that be a bit of a game changer for your business?
Well, yeah. Okay.
There's people out there who already have really large numbers of your ideal audience already built in their audience. So you need to build partnerships with them.
How do I find these companies?
Who would be your dream partner?
Event companies, universities.
Think of one event company, one university.
Cambridge University.
Who do you know at Cambridge University?
I don't know anybody there.
There you go. So for job number 1 is actually to go and find 3 specific people at Cambridge University who you would love to set up a chat with. You've got to go to them, but also then add some value to their world.
