Whats the best way to get a meeting with an appropriate person in a big company?
Konrath: Think in terms of an account entry campaign. It’s going to take seven to ten contacts to set up a meeting with a corporate decision maker. These contacts can include voicemails, faxes, letters, e-mails, invitations to seminars, white papers, and more. Each contact needs to focus on business issues—not the consultant’s service offering. In fact, consultants need to realize that no one ever wants what they have. I’ve never had a client say, “I would love some sales training because it would be enjoyable.” What they want is better sales results, shorter sales cycles, and increased profitability. Sales training is simply a means to that end. Consultants need to realize that and drop all mention of their offerings in their “getting in” campaigns. Instead, they need to focus on business results related to priority issues or strategic imperatives. If they do, prospective clients will clear an hour on their calendars for them. MCNews: Networking at local and professional association e
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