List Categories | List All Articles | List Articles By Title
Small Business Savvy: Reaching Key Big Business Decision Makers
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.
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-
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.
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 SmarTrack , 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 http://www.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. *****
What Is YOUR Value Proposition?
Every company has a value proposition. That is a statement of their perceived value to their clients.
The Role of the Business Model and Strategy for Business
People will always stress that having a well researched business plan is key before you start your business. Although creating a business plan is often an important step in the evolution of a business, particularly if you need financing or you are not experienced at running a business, it is not necessarily the essential first step.
Can Your Business Run Without You?
What would happen if you decided to take an extended vacation? Would you still have the same business results when you returned?I met a business owner recently who told me an interesting story. His business was 15 years old and he had approximately 50 employees.
4 Areas Where Your Business is Losing Money
In my 18 years of consulting I have heard it all. Everything from competition to managed care as reasons why it's hard to create the business of your dreams.
Designing a Franchise Training Program
If you intend to franchise your company you will need to design a bullet proof training company for your new franchisees. This is above and beyond the training program you will design for them to administer to their new employees.
Five Quick Ways to Speed Up Cash Flow
At one point or another, almost every business runs short of cash. Whether due to normal fluctuations in demand or an unexpected decline in sales, cash shortfalls are the bane of every company, and are responsible for sleepless nights for many business owners.
Pressure Washer Companies and Steam Cleaner Maintenance
If you run a pressure washing business it is a must that you understand and take care of your equipment. It is your livelihood.
What Your Small Business Can Learn From The Doctor
Most doctors never distinguish the difference between customers and patients. That's why they have waiting rooms instead of reception areas.
Specialty Advertising in C-Stores
It appears the mini-blimp indoor theme and concept is making significant headway. We have seen them in the halls of Congress sniffing for anthrax.
New Habits, Rebounding Economy Help To Sell Giftware and Collectibles
Just a few years ago, when one thought of a home-based sales business, Tupperware, Avon and a host of multi-level marketing schemes might have come to mind. Today, however, changing market conditions and evolving consumer habits have converged to make home-based selling businesses a realistic opportunity with real profit potential.
Gold Medal Delegation
When the recent Games of the XXVIII Olympiad came to a close in Athens, two events stood out in my mind as perfect examples of the importance of time management:1. Teenage swimmer Michael Phelps, America's most-celebrated Olympic athlete, matched Mark Spitz's record of four individual gold medals with a stirring comeback in the 100m butterfly.
Self-Employment: Do you know the Difference between Rates and Wages
The difference between rates and wages is not always clear to newly self-employed people and their wage-earning clients.Both look similar on the surface; both are expressed in dollars and cents per hour.
Modern Clear Coats, Auto Detailers and visit to Lexus of North America
We visited Lexus USA, home of the Lexus North America Head Quarters to help us better understand the latest innovations in automotive clear coast. As professional auto detailers we must know our customers cars and finishes.
Small Business Success Secret: Focus on Your Genius Work?
Do you know what your genius work is? It's the highest and best use of your time. It's the best leverage your business has in the marketplace.
Accounting Methods - Cash and Accrual
When starting a business, you have to determine the method you are going to use for accounting and paying taxes. The two choices are the cash method and the accrual method.
Business Development Is Not An Event
Cash flow. To stay in business, you've got to keep a steady stream moving through your company.
Discover How You Can Start Making Your Small Business Dream Come True
As a teenager I worked for my father's small business. At 18 I worked for a small video rental business owned by two partners; there were 4 employees.
Small Business Marketing Secrets: Look Like Sizzle, Be The Steak
You've heard marketing and advertising gurus quip, "Sell the sizzle, not the steak." Advertising initiatives best reach their target audience with benefits and the "wow" effect, not the value or features of their product or service.
Breaking The Chains!
Everyday, customers and business owners are bombarded with billboards, logos, print and electronic ads from huge corporations. With annual ad budgets that are more than our businesses' SALES in an entire year, our small independent businesses are getting squeezed out of consumers minds (and wallets) more and more each year.
Over Disclosure Hurts Businesses
Many investors and business ethics professionals are calling for more transparency and regulators are calling for more disclosure. Yet in the franchising industry this can spell disaster indeed.
home | site map
All articles are copyright to their owners.
Note: this website lists articles, We do not Write Articles !