Kevin Price, Host of the Price of Business on Business Talk 1110 AM KTEK (on Bloomberg’s home in Houston) recently interviewed Nic Mayne.
About the interviewee
Nic Mayne is the Founder and Principal at Mayne Marketing, a full-service marketing agency based in Alberta, Canada. Mayne Marketing has clients throughout Canada and the United States, as well as in Europe and Asia. Nic Mayne is the author of the upcoming book “Market Me: How Marketing is Changing and Why You Should Too,” to be released in late August.
Tell me about your firm (number of employees, location, type of companies you work with, etc.).
Mayne Marketing is based in Alberta, Canada, with clients worldwide. Specializations include law firm marketing and energy industry marketing. We work mainly with contractors, as the specific needs of clients are so different in every case. At any time, we will have 2 – 10+ contractors working on a project, along with 1-3 employees.
What type and size of companies do you have as clients?
We target startups and local businesses with earnings from $500,000 to $5,000,000. We currently are working with law firms, oil and gas service companies, sports and entertainment agencies, realtors, and federal contractors.
What comes to mind when you see this topic?
I absolutely despise cold-calling, but sometimes it is just necessary. What I have tried to do is develop more targeted lists of people to contact so that they don’t just draw a comparison to a telemarketer and completely disregard what I have to offer. I try to find some sort of connection to the business to open with so that they don’t write me off right away. If they are in my area, or if I have a client in their area, or even their industry, I try to mention that and say “this is why I’m targeting you,” or “I think you can benefit because I have experience with this parallel situation.”
What are the best practices when it comes to this issue?
Cold-calling is fine, but don’t call at random. Make sure you actually do have something to offer the person you are calling and work out how you can express that to them before you call. Prospective clients don’t like to have their time wasted anymore than you do.