Have You Ever Found Yourself In Any Of These Situations?
The solution to each of these situations is simple. You need to get in front of the yes-or-no decision maker.
The first step in reaching the decision maker is knowing who you need to talk to.
Here is a good rule to follow: target the highest level person you know will benefit directly from what you are offering. For example, you sell IT services. Then you probably need to talk to the manager in charge of the IT department, the CIO, COO, and the Facilities Manager. Did you know that according to a washingtonpost.com study 65% of decision makers use the internet to find out about new products?
After you have identified who you need to talk to, you have to develop your strategy to getting in and meeting with them. There are several ways to accomplish this, including the following:
When you finally get your chance to meet with the right person, be prepared. Do your research. There is really no substitute for preparing yourself fully.
Odds are that person is busy, and you'll have a limited amount of time to make your case. Know what you need to say to close the deal. Highlight the value your product brings. Explain how your service solves that problem their employees have been complaining about.
You want ot walk out knowing that you presented the best case possible for why your company, and your company alone, is the right choice. So be sure to ask them - Have I presented you with enough information to make you comfortable with choosing our...xxx? Don't be brash or smug - just be thorough and professional.
I am an artist, an analyst, a researcher, and an online development specialist serving the online information industry.