Thursday, June 09, 2005
It's a dirty word . . but you gotta do it!
I'm talking about selling. Just this week I received the hated "no" from potential partners 11 times, but the 12th time . . . well, things are looking promising. You don't need many "yes's" to make a lot of money in this business. But you've got to make that call. Click here to see what I mean.
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Sure, cold calling can always work. And it can work quite well. If you're going to do it, I suggest you do a little research in advance about the company's products and likely markets for them.
I've spoken with manufacturers over the years who've told me they were eager to work with intermediaries but discovered that they never knew anything about their products or had any plans at all how to market them.
Here's what works best. Have a simple binder with a few pertinent facts about what services you perform along with some ideas on how and where this company's products can be sold. If the company president (and you want to talk with a decision maker) seems interested, let him know you'll get back to him later with even more details. Then be sure to do it.
Dennis
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I've spoken with manufacturers over the years who've told me they were eager to work with intermediaries but discovered that they never knew anything about their products or had any plans at all how to market them.
Here's what works best. Have a simple binder with a few pertinent facts about what services you perform along with some ideas on how and where this company's products can be sold. If the company president (and you want to talk with a decision maker) seems interested, let him know you'll get back to him later with even more details. Then be sure to do it.
Dennis
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