Now that you've selected it how the heck to approach em

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Here's a piece on approaching clients with 40 thoughts and/or questions to think about before making the approach - and a cool graphic about being thrown into the "too hard" pile

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Now that you've selected it how the heck to approach em

  1. 1. Now That I’ve Selected It, How The Heck Do I Approach It? KSHE-95 Sales Meeting Series #4 December 3, 2012PDF created with pdfFactory trial version www.pdffactory.com
  2. 2. Now That I’ve Selected It, How The Heck Do I Approach It? Where Are We as we create adventures instead of book flights? The DK v. DE -> Is it Knowledge or Execution that is holding me back? • Earlier • Find • Select • Today • Approach • Coming Soon • Define, Solve, Execute, Renew, Consult, Own, InfluencePDF created with pdfFactory trial version www.pdffactory.com
  3. 3. Now That I’ve Selected It, How The Heck Do I Approach It? Find Refresher: • X-Ray • Media Monitors • Business Acumen • Your Eyes • Business Press • Networking • The Mail and the Interwebs • More than I’ve listed ShotgunPDF created with pdfFactory trial version www.pdffactory.com
  4. 4. Now That I’ve Selected It, How The Heck Do I Approach It? Select Refresher: • Dollars • Access and Credibility • Product Fit • Added Value • Your Personal Factors RiflePDF created with pdfFactory trial version www.pdffactory.com
  5. 5. Now That I’ve Selected It, How The Heck Do I Approach It? The Approach How Am I Going To Get In Front of Him or Her?PDF created with pdfFactory trial version www.pdffactory.com
  6. 6. The Quick Set-Up and Soundcheck Top performers want to be coached – they want to be better (financially & more)PDF created with pdfFactory trial version www.pdffactory.com
  7. 7. 15 Quick Thoughts On The Approach 1 – Why should they return a phone call? 2 – Do you have a personal marketing resume? 3 – Are you more than your title and industry? 4 – Do you have a mechanism for inbound marketing? 5 – Is email really dead? 6 – When can you and when can’t you “crash the gates?” 7 – How can you bring your marketing experience out? 8 – What separates you from the rep next to you? 9 – Am I pitchy or am I a problem solver? 10 – Do I have an elevator pitch for myself? 11 – Do I have an elevator pitch for KSHE? 12 – Do I have an elevator pitch for media? 13 – Do I have a process for the “approach?” 14 – What do I know about the “approachee?” 15 – Can I find a referral?PDF created with pdfFactory trial version www.pdffactory.com
  8. 8. 13 More Quick Thoughts On The Approach 1 – What am I going to say on the phone call? 2 – How am I going to say it? 3 – What does my internet presence look like? 4 – Would I be viewed as a vendor or a partner for them? 5 – Am I speaking with commission breath? 6 – Am I pitchy dog? 7 – How “down” will I get when I don’t get the phone call returned? 8 – Does my “betrothed” er “selected” know they are a great target for my media brand or am I just another media pitchy dog? 9 – What “collateral” am I using to tell my story and the KSHE story? 10 – Am I being “distilled” or “Filtered?” 11 – Am I using a VBR? 12 – Do I have an outcome in mind more than “meeting?” 13 – Am I only radio? (Capabilities Brochure)PDF created with pdfFactory trial version www.pdffactory.com
  9. 9. 12 More Quick Thoughts On The Approach 1 – Does a written letter have power? 2 – What happens after the first contact? 3 – Does the prospect/client understand my expectations? 4 – How do I stack up in a multi-media world? 5 – Am I making it “too hard?” 6 – Am I being “too aggressive?” 7 – Am I putting the “time” in the approach? 8 – If you were the technical or user “buyer”, would you meet with me? 9 – Do I have a success story to use on the approach that is more than metrics, yet can be measured by a “buyer”? 10 – If an outside consultant came into the picture, how would my approach appear to him/her? 11 – A confused mind says “NO” - Did I confuse them? 12 – Am I professionally persistent?PDF created with pdfFactory trial version www.pdffactory.com
  10. 10. Is “Approach” (and Select for that matter) Being Dumped Into the Too Hard Basket by the client?PDF created with pdfFactory trial version www.pdffactory.com
  11. 11. Is “Approach” (and Select for that matter) Being Dumped Into the Too Hard Basket by me?PDF created with pdfFactory trial version www.pdffactory.com

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