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ARE YOU ABOUT TO GET EATEN?
Successful business people often hate change. The mere thought of making one frightens them. It flat scares some silly. They know what they have, and are unwilling to take even modest risk for greater gain. Their fear is they'll lose some of...
Innovation Management – How Does The User Benefit?
Creativity can be defined as problem identification and idea generation whilst innovation can be defined as idea selection, development and commercialisation.
There are distinct processes that enhance problem identification and idea...
"Leadership"
‘real leaders are ordinary people with extraordinary determination’ I used this quote to end last weeks bulletin. It made me think about the qualities of leadership and how we know leaders from managers. Key leadership attributes are considered...
Offset Mortgages. A dream for well off homeowners.
Offset mortgages represent one of the biggest mortgage
innovations seen in recent years. Six years ago there was hardly
an offset mortgage to be seen. Now they and the current account
mortgage, to which they are closely related, account for £10...
Stone Washed Jeans May be Changing Again
Stone washed jeans may be changing again.
Already, many jean manufacturers are using cellulase enzymes to produce stone-washed jeans after discovering that cellulase is much more cost effective than traditional stone washing.
Now, it appears that...
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Sales Rquires You Get Your Foot in the Door
Sales Require You Get Your Foot in the Door
By Kathleen Gage
If you are in sales and/or marketing you know one of the most challenging aspects of what you do is getting in front of prospects. Prospects and clients are bombarded constantly with items that promote, market, or advertise what people do. So we sell, buy, receive, file, or throw away items that we’re just not sure what to do with. Millions of dollars in advertising and promotions end up in the trash, completely ineffective and wasted.
The question becomes: How do you keep your promotional advertising and unique marketing items out of the trash and on the desk? The answer is simple: use creative and appropriate methods to get recognized.
Sales is really about the ability to think quickly, be flexible, creative and innovation. If you want to stand apart from the competition, you need to do more than sell products. You need to know how to get your foot in the door. However, it also means making sure you have the right door and a plan for keeping your foot there.
Selling is about taking stock of your market, your prospective customer, and yourself before you even go a-knocking. It is about knowing you are doing the right thing for the right reasons.
Selling is truly an art. It is not just about getting the business. It is knowing you are making a difference in the lives of others with the product or service you provide. It is being of service to others and loving what you do.
Creativity is one your greatest tools. Of course your product and price must be competitive, but, when all other things are equal, it’s your way of creating and maintaining relationships that sets you apart.
Following are three ideas from the recently released book, 101 Ways to Get Your Foot in the Door.
1. Time is of the Essence
Everyone has too little time and is very guarded about who they give it to. Although many of us in sales say, “I’ll only need a minute of your time,” few prospects buy that.
Rather than attempting to pressure someone out of his valuable time, impress them with your creativity. Send a small one-minute hourglass or timer. Attach a note with your business card that says:
-All I need is one minute of your time!
-I realize how important a minute of your time is.
-I know your time is of the essence. All I need is a minute.
This is a way to minimize your prospect’s resistance. You’ve made them stand up and take notice; you’ve done something unique and creative. They will probably see you just because you made the creative effort. Take the timer with you to the
initial meeting, put it on the desk, and be sure you can deliver your pitch before it goes off!
2. Growing Solutions
A lot of selling is about assisting prospects during periods of growth.
The gift of a live plant is a great way to get your foot in the door. Most everyone appreciates plants. They bring life into a dull space and provide beauty as well. You’d be hard pushed to find a prospect who will deep-six your gift of a plant.
You can play on the words “growth” and “growing” while sending a gift that will stay in the office and on the prospect’s desk.
Along with your card include a note that reads:
-We are interested in helping during this rapid period of growth.
-Is your business growing to the point that you need our service?
-We’d love to help you grow.
-Instructions for growth: Water once a day and call us at ______.
-Congratulations on your growth.”
Don’t be stingy if you’re going to do this. Buy a big healthy plant and have it professionally potted and delivered. The presentation and delivery are as important as the clever play on words.
3. New Company in Town
A great way to get your foot in the door is to be helpful long before you knock on it. When a new company hits town send them a “My Favorites” list that refers them to the best people, places, and professionals in town.
Make sure these are reputable companies and individuals who offer quality products and services. If there is a specific contact, include that person’s name and number.
A - My Favorites - list could include:
-Chambers of Commerce
-Conference centers
-Consultants
-Florist
-Local associations and contact numbers
-Local printer
-Media contacts
-Restaurants (think about including a take-out menu)
-Office supply store
-Places of interest
-Travel agents
Remember to include yourself and your services!
Once they receive your list, follow up and ask if you can be of assistance in any way. The Law of Reciprocity is a strong one!
The ideas for getting your foot in the door are endless. Again, all it takes is making sure you have the right door, you are appropriately creative, you believe in your product or service, and you are willing to take a risk.
About the Author
About the Author
Kathleen Gage is an award winning entrepreneur, corporate trainer and keynote speaker and author. Her most recent book is entitled, 101 Ways to Get Your Foot In the Door. To get more tips on how to get your foot in the door of your prospects and clients visit www.101waystogetyourfootinthedoor.com
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| DTI - Welcome to the DTI's Innovation Home Page |
| The DTI is working to stimulate a significant increase in innovation throughout ... It covers Living Innovation, web streaming of a series of high profile ... |
| www.dti.gov.uk |
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| en.wikipedia.org |
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| CORDIS: Innovation Portal: Home |
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| Innovation Network... leveraging innovation, creativity and ... |
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| innovation |
| Publication highlighting the research activities of NUS. The site provides snippets of selected articles online, and provides a subscription form online. |
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| Eric Von Hippel's Homepage |
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