14. • A proven track record
• More expertise of their world
• An extensive contact base
• People who can provide you with introductions
* Remember, your offering might not be a fit for every
sector regardless of whether they are on your target
list. So fish where you have caught fish in the past!
Prospect where the odds are in your favour
already. Pick sectors where you have …
16. That could be
A Professional body
Or
A trade association
(Example: If you sell to HR Managers - Chartered Institute
of Personal Development –C.I.P.D.)
17. Consider ………
• Writing for their publication
• Giving speeches at their seminars
• Provide resources for their website
But do this
19. How can you find out how well
networked they are?
• Check their LinkedIn account for your
sales targets
• Ask them who they know!
• Remember, most of your clients (if they
rate you) will be delighted to introduce you
to their contacts – Just ask them!
20. How do I askforthe
introduction?
In 4 easy steps….. Ask your client …..
1.How well do they know your sales target.
2.Would they be comfortable introducing you.
3.To ask the sales target to accept a call from you.
4.‘To ‘cc’ an email to both the sales target
and yourself with contact details.
21. Target up to three individuals
within each prospect company
22. The more people you target in a company …
• The better the odds of making a connection with one of
them.
• The higher the chance of you finding a mutual contact
to introduce you.
Pick three different type of stakeholders
* For example
– User buyer
– Financial buyer
– Technical buyer
23. You can always
move laterally
towards the correct
buyer regardless of
which of the five
targets you initially
meet with!
25. Follow their
• Comments
• Groups
• And watch out for mutual contacts
• Answering of questions
• Create your own visibility in their groups - post
resources ,articles and answer questions
28. A complimentary solution provider
Is a supplier who
Targets the same people you do
Is not the competition
Compliments your offering
Is well networked
Will share information
Will swop introductions
29. CSP’s
For example:
if you sell CRM software to
contact centres to customer
service managers - a CSP might
be a contact centre specialised
recruitment agency
30. Target and attend two
networking events a month
…. Virtually or physically!
31. Strategic networkers
• Identify correct events
• Get attendance lists in advance
• Ask organisers for introductions
• Ask questions to understand
• Follow up sincerely
• Build trust with new contacts before
asking for help
33. A thought leader is someone who
• Shares ideas
• Writes articles
• Answers questions
• Makes speeches
• Provides insight
• Anticipates new trends
Via Social & Other Media
34. Stay in touch with old
customers even when
they can’t buy from you
35. Stay in touch – long roads always
turn at some point!
• Be helpful
• Support behind the scenes
• Keep them on distribution lists
• Send free resources
• Be LinkedIn with them
• Things don’t stay the same for very
long!
36. Put targets and measure results for all your sales
related activities inclusive of everything we
mentioned in this presentation