Know your 3. What I mean is know the 3 big businesses you want to land, the elephants. These will be high impact-to-your-sales-goal type businesses. Of these three you may only get 1 or even none, but if you don’t have targets you don’t know how to aim. So pick 3 businesses you really want to get into and know why you want them. Set a plan on how you will try and contact the owner. The objective in the beginning is to get an appointment with a decision maker. Who do you know that might know the right person? Have you checked reference USA or Linked-in to see if you have any useful information there? Do any of your current clients or networking contacts have a contact to help you? Would anyone mind writing you a business letter of reference to help you establish why they should do business with you? Track your plan and adjust it as necessary. You can land that big client; you just have to make sure it’s not by chance.
You cannot spend all your time elephant hunting, but the 3 you pick should be worth it to you. They can be year long or longer projects. Just getting to the right person is time consuming enough. I know I am making this seem like a huge process but its not. Just identify the target and do a little research. Be prepared for a long journey, but also be just as prepared if someone asks you a closing lead-in question. Is does have to take long, but it probably will.
Great Sellers can sell to top clients, medium clients, and entry level clients.
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