With both of the techniques that I shared with you in last week’s blog post, are the focus of this system (informational interviews and broadcast letters), you will succeed. It's just a matter of time. I know this to be true in my heart, and I personally have achieved professional success with both of these strategies throughout my business life.
Remember that the urge to quit will tend to creep in. You will have to be firm with yourself and stay the course. Most people say they are committed but really they lack the level of devotion and drive that is needed to truly succeed.
Neither the informational meeting nor the broadcast sales letter technique necessarily requires more skill or talent. What you do need to make them succeed is more guts, more strength of heart, more stamina, more discipline, and more personal commitment. The key lies in adopting the attitude Veni, Vini, Vici: I came, I saw, I conquered.
The informational meeting technique is especially useful in these three situations:
- Traditionally, the informational interview had its roots with those individuals who were new to the market place, growing their customer list and just entering the industry. If you're entering your first potential client, the informational meeting can be invaluable. The informational interview is also a very effective tool for those that are expanding their product or services or considering a new and different marketplace for their product. It is an excellent way to obtain some insight into what is required as a new vendor, new entry into the marketplace and how realistic it is for you to consider this organization as potential new customers.
- The informational meeting is a secret weapon that most people who are currently in the marketplace would not think to use. Because you will be one of the limited few new business managers leveraging it, you will enjoy a competitive edge over the competition.
In all cases, the informational interview just makes logical sense. Talking first hand to the people who are in the trenches will help you get the inside scoop.
But new sales executives, or new products entering the marketplace, aren't the only ones who will benefit from the informational meeting. The technique is also good for those organizations that are currently in the marketplace who are hoping to stay in their current professional area of expertise and/or industry. That is because it forces you to get yourself out in front of your industry's executives that you have not reached out to in the past, with your previous new business campaigns.
As a result, you suddenly become a real person in their eyes. Any time you can visibly position yourself as more of a live human being, you gain an edge over the person who is seen as just a piece of paper. It all comes back to the fact that people always want to hire and help those whom they know, like, and trust.
This is another reason why networking is so effective. The more you are a real person the more others will make that extra effort to help you. It is also harder to say no to a person with whom a purchasing agent has some type of pre-established relationship with than it is to reject someone they have never personally met.
Note ideal face- face is better, but Zoom can be used in addition to the phone.
In addition, by nature, people genuinely like to help other people. Remember that.
Next week’s blog will start to give you the system that will bring forward the “New Business Leads” for you.
If you would need professional help in the area of determining whether or not your team is using the best sales methods to uncover new business. Are they helping your business's sales goals, or slowing the progress down? Please call us at 847-304-4500 to discuss your options on understanding your team more fully in terms of their ability to support and achieve the business sales you are looking for this year.
Have a great week and productive week, managing the changes and challenges that are currently going on in your company.
I wish you a wonderfully successful and productive week ahead.
Eleanor Anne Sweet
Hidden Sales and Revenue Expert tm
Eleanor Anne Sweet
Your Turbocharged Sales Consultant
TURBOCHARGED Sales, Division of The Remington Group, LLC
Turbocharged Sales Action Plan:
1. Sign up to the RED Opt in Box to the right to schedule your complementary 30 minute business sales strategy session.
2. Call me at 847-304-4500 (CST) to discuss hiring us to help grow your business sales.
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