In our previous post, we delved into the importance of researching your big fish and laying the groundwork for that crucial initial contact. Now, let’s focus on making that first impression count and securing success with the big approach.
Before you dive into your strategic plan, pinpointing which big fish to target is key. Review your notes and research to identify the most promising prospects. Here’s a breakdown of the process:
- Position Your Business: Highlight your revenue streams, operational procedures, and how your offerings align with your target’s needs.
- Compile Your Hit List: Start with a comprehensive list of potential companies and narrow it down based on compatibility and potential benefits.
- Select the Best Target: Consider factors like purchasing power, alignment of visions, employee incentive programs, and the genuine need for your offerings.
With your target in sight, it’s time to craft your approach and make that all-important first impression. Follow these steps for a successful introduction:
- Build and Analyze Your Database: Categorize leads into hot prospects, good fits, and secondary leads for efficient prioritization.
- Send Introductory Mailings: Clear and concise communications introducing your company, services, products, and vision.
- Follow Up with a Phone Call: Reach out a few days after the mailing to identify key contacts and arrange a meeting.
- Send a Detailed Follow-Up Letter: Express gratitude for the conversation and offer more information, aiming to set up a presentation.
- Follow Up with Another Phone Call: Further nurture the relationship and confirm the presentation meeting.
- Persist with Polite Persistence: If necessary, follow up again to maintain momentum and demonstrate commitment.
Remember, closing the deal may take time, but persistence pays off. Believe in the value you offer, and trust that your efforts will yield results.
Once you’ve made that initial connection, ensure you’re putting your best foot forward. Sending the right representative to seal the deal is crucial.
If you need assistance crafting your approach and ensuring a strong first impression, don’t hesitate to reach out. I’m here to provide valuable resources and support to help you succeed.