As a solo entrepreneur or small business owner, one of our key challenges can be reaching key decision makers in larger companies. Getting to the right person who can seal the deal can be a frustrating experience, especially if you don't have a game plan. Here are three ways to connect with the right people.
Cold Calling
In this age of voice mail, reaching prospects by phone has become more difficult. Cold calling will most likely reap stronger results if you're trying to reach small business owners, where connecting with the owner by phone is more likely, but with persistence you can reach corporate managers as well. There are several important steps you need to take to get results from cold calling-
Warm Calling
You probably have a database of customers and a network of other professionals. Put a simple request out to your database telling them that you have some exciting information, pertinent articles or new products or services and you need to connect with, for example, operations managers in mid-level companies. Ask if anyone knows someone that they could connect you with that fits that category. Offer them a reward, gift certificate or coupon if you feel they need an incentive. If possible, see if they will arrange an introduction by calling or e-mailing this person to let them know about you. Then contact these "warm" leads. They'll be much more likely to respond to your communication. To make this work, you must be very clear about what type of person you need to meet. Saying that you need to meet corporate managers, for example, is much too broad. Those in your database also need to feel that you will not make them look bad or take advantage of their contact, so you need to be clear about why you want to meet these types of people.
Focused Networking
If you were an operations or mid-level manager, where would you hang out in your free time? What business and social organizations would you join? What speakers or topics would you motivate you to attend a meeting?
If you can answer these questions, you can plan to attend the same meetings or socialize in the same places. There are many swim and golf clubs, for example, that are frequented by corporate executives. Even telling people at church about what you do and who you'd like to meet can yield results. Every industry has it's own professional organization and most of them welcome guests.
Focused networking means using your networking time in places where you can connect with your target customer or others who can connect you with your target customer. Before you attend even one focused networking meeting, be sure to have a one or two sentence description of what you do and what problems you solve. Make it intriguing, so people want to know more. Is focused networking a quick fix? Nope. It takes time to build relationships. But once you get started, if you gain a few happy customers in the group, chances are they'll be a ripple effect and you'll find your business being recommended to others regularly. In addition, you may connect with some people who can become sources for your warm calling campaign.
As a small business owner, it's important to develop a network of other business owners so you can support each other and share contacts. Consider developing a six month strategy that includes all of these approaches. Be very, very specific about the type of prospect you're looking for. Track your results so you learn how your time is best spent. I guarantee that six months from now you'll be looking at some very positive results!
Copyright 2004, Janis Pettit
__________
Janis Pettit, Team Member of solo-e.com and President of solo-e.com, specializes in improving profit and productivity through small business marketing and growth consulting, business coaching, workshops and tele-classes. As well as owning 4 successful businesses over the last 18 years, Janis hosted her own TV business talk show. Her articles have been published locally and internationally. Janis can be reached at 919-562-2280. _________
***** Find more articles like this at solo-e.com ? Keeping Solo Entrepreneurs Juiced in Business and in Life. Our team of Solo Entrepreneurs are comprised of small business experts who support others in finding business success with the flexibility and freedom to have a life, too. Network with other freelancers, self-employed and Solo Entrepreneurs in our forums, enjoy our articles and newsletter, and find other online training opportunities. *****
Culver prom limo ..There are many little details that go into making sure... Read More
Data. Most people think it is a term relegated to... Read More
Have you been searching for the perfect home-based business? I... Read More
We all know how glorious those first warm days of... Read More
What unspoken message are you sending your clients and customers?... Read More
The Federal Trade Commission out of the blue decide in... Read More
Business consulting opportunities might be just what your are looking... Read More
If you are a small business and qualify to participate... Read More
What is the best time to expand a mobile car... Read More
Some of the greatest words of wisdom for any man... Read More
There is a rather famous true story called "Acres of... Read More
Here is an interesting case study of a company, which... Read More
Auto Detailing: Maintaining A Commercial Carpet ExtractorYou should drain your... Read More
For the employees, payday is the brightest day; they finally... Read More
It appears the mini-blimp indoor theme and concept is making... Read More
In the book Women and Small Business author gives all... Read More
As the owner or an employee of a small-to medium-sized... Read More
Starting your own e-commerce business can be quite the adventure.... Read More
A Private Investigator is a professional trained in the art... Read More
In these days of insecurity and uncertain futures, the tendency... Read More
There are many potential niches for pressure washing companies that... Read More
That's right ? are you making enough mistakes in your... Read More
Incorporation in Nevada has become an attractive option for savvy... Read More
There is a great deal of abuse going on in... Read More
Now that winter has passed, the annual ritual of spring... Read More
Wood Dale limo ..Would it help you as a real estate investor to... Read More
One of the primary concerns all small businesses have is... Read More
Some of the very qualities that attract people to the... Read More
Most businesses accept checks as form of payment for goods... Read More
One of the biggest excuses franchisees of home based and... Read More
Think of your business as a living, breathing, organism. It... Read More
Sometimes the simple businesses are the ones, which make good... Read More
10 Best Practices to consider as your SBIR negotiations approach... Read More
Over regulation of small business is so intense it is... Read More
Which questions do you need to ask to even get... Read More
How careful are you with the data you collect from... Read More
Time. As a small business owner, it's the commodity you... Read More
As small business owners we're in business to make money... Read More
Manufactured and Mobile Home owners know that the weather this... Read More
Providing high quality customer service is a must for any... Read More
The choice of financing is an important determinant of whether... Read More
Too often in business we get trapped into reviewing our... Read More
If you plan to upgrade your workshop into an Authorized... Read More
The way you manage your money is one of the... Read More
Remember the training programs, seminars, and workshops you had to... Read More
Here are some useful tips on how to select a... Read More
Your business is making profits, but where is the cash?... Read More
If you own a mobile truck washing, pressure washing or... Read More
Not sure how to start a small business? This guide... Read More
Do you have all the customers your business can use?The... Read More
Small Business |