Thursday, January 7, 2010

The tough part of sales

Making your companies products or services known to the correct target public (audience) in order to gain interest and reach has been traditionally the most difficult part of sales.

How do your prospective clients find out about your company? How do you make the initial contact or the initial introduction to cultivate interest?

Times have changed. What used to work – going to companies door to door to get an appointment or cold calling a specific prospect to try to get 2 minutes are not as effective as they once were. New rules of business etiquette have interupted these strategies. People are busy and they don’t want to be interupted with univited visits or random phone calls.

We have experienced over and over that the name of the game is relationships and making smart introductions to the right people. The online world and more specifically, new media, has created an avenue to replace old systems of making introductions and building relationships with new ways that are generally acceptable in this day and age.

You don’t have to email blast 1000 people to hope for a response rate of 1-2% – you only need to make one connection, one introduction to the right person with the right message to penetrate and gain interest and reach.

The methods of reaching out to prospective clients and making your company a known quantity as well as sparking interest have changed. Successfully adopted and utilized correctly will dramatically change your sales as well.

No comments: