Pitching vs Poaching: Where the Line Really Is for Balloon Artists
Seeing another balloon artist post a gorgeous install for a client you’d love to work with stings a little. Then some thoughts creep in... should I reach out to them, or would that be poaching? What's the difference between pitching and poaching balloon clients, anyway?
This question comes up more than we like to admit in our community. We’re a friendly industry, and that’s one of the best things about it. But that friendliness can make us second guess every outreach email. Carolina, who works exclusively with corporate clients, joined me on the podcast to talk through where the line actually is... and it’s clearer than most of us think.
The Difference Is Intention
Poaching is going after something someone else already has. Pitching is presenting an opportunity. When Carolina reaches out to a corporate client, her goal is to fill a gap in their world. If they already have a balloon artist, she leaves her info and moves on.
Here’s the part that surprised me: a lot of corporate clients actively want a plan B. Their go-to decorator goes on vacation, gets double booked or stops answering emails. And for instance, I work with my local NBA team and I know they use three or four of us, because sometimes they have events happening at the same time.
Nobody Owns a Client
We say “my client” all the time, but we don’t own anyone. Our job is to nurture those relationships. When a client leaves, it’s usually for one of two reasons:
- They’re price sensitive and want the cheapest option
- We fell short somewhere
Both are useful information. Carolina once had an outdoor setup in the direct sun and all the balloons started popping. She replaced everything and gave the client a $500 credit toward their next event. That client stayed.
What If the Client Comes to You?
This one gets uncomfortable, especially when you know the person who’s done their balloons for years. Carolina’s approach is simple: ask why they’re switching. Sometimes it was a late setup or a design miss. Sometimes a new person is in charge and wants a fresh start. Sometimes they want something cheaper... which tells you quickly whether you’re a fit.
And if I’m going to take that job, I have to be okay when it happens to me too.
Undercutting Isn’t Unethical... It’s Just Not Smart
Carolina doesn’t see lower pricing as unethical. But cheap prices tend to attract clients who want a lot for very little. Most of us started cheap, then raised our prices as we learned. A new wave starts low and takes over those clients. That’s the cycle.
Keep Planting Seeds
The real fix for client anxiety is consistent outreach. Carolina lands most of her corporate work with a simple intro email: who she is, what she offers, her website and an offer to help. No pressure. If she doesn’t hear back, she follows up with a call. Often the email landed in spam or got forwarded to another department.
She does outreach every single day, even if it’s just five emails. And it works... again, she works exclusively with corporate clients.
Key Takeaways
- Pitching fills a gap; poaching targets something someone else already has
- Many corporate clients actually want a backup balloon artist
- Nobody owns a client, so nurture the relationships you have
- Ask why a client is switching before you say yes
- Consistent outreach beats worrying about who got which job
Hear the whole conversation in Episode 447!
