Corporations are under a lot of cost pressures. They are seeking help in many ways to run their operations better. Unfortunately, they are often too busy to analyze new, working solutions. The “devil you know” syndrom.
The question remains, what can you do … or contribute?
If you do not know anything about this targeted company, the answer is “nothing.” So first, it is imperative that you do your homework. This alone will separate you from 95% of your competition. The first place to look is the Internet. Google away. Check for blogs.
If you can isolate a problem that your targeted audience is concerned with, you will be sitting on an enormous opportunity. Now you have a focal point to help get someone’s attention. Hopefully leading to a meeting.
There is a very efffective sales startegy that I would liek to share with you. I think it is pertinent to the point I am trying to make here.
Everybody has self-talk going on in their heads. Try to change the conversation one is having with themselves is futile. The startegy involves entering the conversation that is already going on. What are corporate decision makers thinking about every day? What are they questioning? What is keeping them up at night? What is going wrong in their departments? What could be done better? What needs to be done better?
Step into the exisiting conversation they are having with themselves and your chances of being heard are 100% improved.
Not unlike any service or product you offer, more business will materialize if you keep your focus on helping your clients improve their operations.
Backing up a bit … your attention at this time should be focused on ways to “get-in” by becoming knowledgeable about a specific problem or corporate concern. (Know that these change regularly, so you must keep in touch with your finger on the pulse of the organization.)
1. Pick a target.
2. Isolate a problem
3. Identify the conversation
4. Draft an entry plan