1. Learn What Senior Management Perceives As Issues, Threats and/or Problems in Your Area of Expertise
Go beyond your main contacts and start focusing on C-levels and other top executives. You’ve got to learn their real time issues because that’s what’s getting their attention. If you have viable options, ideas and/or solutions, they can take action. Don’t fret about money. They have the power to create budgets and sanction ideas.
2. Renew Old Acquaintances and Start New Ones
Spend time with old customers or those you’ve lost. Again, learn real time issues that you might be able to help with. Use them to network you to their bosses. Set up meetings with competitors’ customers you’ve never sold. Find out their likes and dislikes about your competitor. Finally, set up meetings with the self ops. What are their likes and dislikes about doing it themselves.
3. Selling Is Not Allowed Until Someone Wants to Be Sold
Non-selling is so critical, especially in this recessionary period because everyone will say they can’t afford to do anything If you get someone to that point, you’re dead in the water. For now all you really need to know is do the senior people have issues that your services can handle? .
Now during these conversations, if they don’t mention areas you think should be of interest, offer ideas, but test only to see if they feel it’s a problem. You only want those that realize they have a problem and want to learn more about solving it. You’re not there to generate new problems for them or use proposals to generate interest.
4. Know the Components of Your Market - Size and Share – Before You Pursue It
From the above meetings you’ll get an idea of the real potential for all your products and services - by region and by customer. This will then become your focus. These meetings may sound unnecessary, but you have to know what’s out there today before you can effectively pursue it. Spend 50% of your selling time on existing customers, 30% on old or lost and 20% on new prospects.
And now I invite you to this full feature article series at C-Level Relationship Selling – 4 Steps to Generate High Quality Sales Leads
Bonus Tip: FREE E-Book “Getting Past Gatekeepers and Handling Blockers”. Just click this C-Level Relationship Selling Link Sam Manfer makes it easy for any sales person to be effective and feel comfortable connecting with and relationship selling C-Level leaders.