Burton Womens

Copyright (c) 2009 Audrey Burton

Corporate customers want? You know * exactly * how to get them? Otherwise, you need a good plan of action with specific measures and deadlines.

You may be networking and telling everyone you meet who is looking for corporate customers, the distribution of benefits fabulous offered. And again, you get very few (if any referrals). People who know you * * want to refer business to you, only that it can not know exactly how – or that.

If you do more preparation and planning, you can make the process much easier and predictable!

First, determine who is your target market is – not only the types of companies, but exactly where you want to meet within these companies. For example, do not want to talk with the directors HR? The IOC? The CFO?

What you already know about the marketing of these people within these companies? You can cold call them in person? You need to bring muffins every time you visit? There is a 'language' is spoken (such as lawyers, doctors, financial jargon)? It is the office for more women, or mostly men?

Once you feel that you have created a profile for your goal, create a list of companies you most want to become your customers. If there are different types of companies, the group of them by industry or otherwise categorize, then put in priority order.

Next you create the action plan. Depending on the company's list, it may be necessary to create a plan for each company, each category or just one for all. Need a step-by-step action plan outlining exactly how you can find and close your customers.

For example, if I were the target market – women solopreneurs – You would need to specify how you would meet me, like you could build a relationship with me, as you might sell to me and how it would be close to me.

For large companies, can be guardians of safety and to get past. How do you do? Many companies give up because of these obstacles, but is not – you will have a plan!

Have you heard of six degrees of separation? This says in effect you are 6 people away from anyone you want to meet.

You said on paper you want to meet with the CFO of the company X (for example). Instead of just saying everyone you meet that you would like references to large companies, start telling everyone you want to meet Pat Smith, the CFO of the company X. Even better, to understand in advance that Smith and Pat would know where they might be and go there. Having a specific plan like this turns off potential 5 of the 6 degrees of separation!

For every company that you want to do business, the research firm, and particularly those who the person to whom you want to be introduced. Come to know and put together a specific plan to meet someone who will introduce them.

This is all about building relationships, networks, research and planning. Once you know that you need to meet, how to find and talk to them, all that remains is to give them the opportunity to see how fabulous you are and what they need your product.

Note # 1: the gifts do not work – very well. If your contact can not really accept gifts, bring food. Learn about their hobbies and lifestyle. If you just had a heart attack, do not bring brownies! If they like sailing, boating bring a gift. Use Your imagination and a little 'class. These people have the power to award an expensive contract – not cheap.

Note # 2: Do not call the Your first contact with the best. Always go to the 'first list of practice B' level and pace. There will be more relaxed, and you will not ruin everything so carefully. It 'a good opportunity to refine your system.

Note # 3: Do not put all your eggs in one basket. Prevent a client always over 40% of your company. If you depend on them and go down (or simply change suppliers), down. Remember – these decisions are not personal, is business. Maintaining this policy not allow you to fire a client if you want.

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