Well Stu, start calling the companies and see if they would be interested in carrying our computer line as a reseller – finding resellers was my first assignment.
Call #1: Hi my name is Stu Schlackman with Digital Equipment Corporation and I wanted to see if you would be interested in carrying our line of computers? Digital who-says the prospect? Click!
Call #2: Same opening. “No thanks we carry IBM.”
Call #3: Next call was a company by the name of Four Phase Computer Systems. Response? “Son, do you realize we compete against Digital? How embarrassing and yes that’s what many of us in sales are afraid of, embarrassment, rejection and the final outcome-futility!
I made a lot of mistakes in those early years until I learned the real keys to engaging new prospects:
Know Your Target Market
First, you have to know what your target market chile telegram data looks like. What is your company known for and what does the ideal prospect look like? Where have you had the best success where the client saw the value and the sales cycle was minimal? If you’ve had repeat business in this market, most likely this would be a good target market to pursue.
Define the characteristics of your market and use your existing clients as references and to ask for referrals. This turns a cold call into a warm call. If you have happy clients they are normally willing to help open a few doors with their network of business colleagues. It’s much easier to focus on a target than to have a shot gun approach where you can’t send the same consistent message.
Offer a Compelling Reason to Meet
You have to offer a compelling reason to meet. What would the client/prospect gain from meeting with you? Can you communicate that message?
Again, one of the best approaches is to let them know how you’ve helped other clients, which demonstrates the value you deliver. Can you articulate your value in a brief amount of time? That’s what they need to hear in the first 20 seconds.